Senior Business Development Manager - Anthropic and OpenAI | AI Cybersecurity & Governance

EPAM SystemsAmsterdamHybridFull-time11 Sept 2026

EPAM is seeking a Senior Business Development Manager for Anthropic and OpenAI partnerships, focused on AI cybersecurity and governance. The role involves driving new business across EMEA, building partner relationships, and requires 7-12 years of IT sales experience with strong AI security knowledge. Dutch and English fluency are required.

What you'll do

Drive new logo acquisition and net-new revenue growth across the EMEA market
Build and strengthen strategic relationships with ecosystem partners to unlock joint opportunities
Co-develop partner go-to-market plans and solutions to address emerging client demands in AI cybersecurity and governance
Identify and shape opportunities spanning AI/LLM security, securing agentic AI systems, AI red-teaming and AI governance
Identify and convert whitespace opportunities in existing or underdeveloped accounts
Engage senior stakeholders (C-suite, VP-level) across both clients and partners to influence decisions
Navigate and orchestrate multi-party relationships to accelerate deal cycles
Lead the entire sales lifecycle from prospecting through close, leveraging partner engagement for entry and reach
Execute proactive outbound activities including joint campaigns with partners to expand pipeline
Position EPAM's value through partner-aligned, transformation-led AI cybersecurity and governance propositions
Ensure robust pipeline governance, forecasting and reporting practices

What you need

Must-have

AI/LLM securityAI governancerisk managementresponsible AIregulatory complianceAI red-teamingagentic security operationsconsultative selling

Nice-to-have

partner salesalliance managementjoint go-to-market program executionaccount-based sellingecosystem-led strategiesAI foundation model landscapeadversarial testingresponsible AI standards

Soft skills

entrepreneurial mindsetcollaborationinfluenceindependenttarget-drivencollaborative mindset

Business DevelopmentAI CybersecurityAI GovernancePartner EcosystemEMEAIT SalesAnthropicOpenAIHybridSenior

/What you'll do

/What you need

Must-have

Nice-to-have

Soft skills

What you'll do

What you need