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

We're looking for a Senior Business Development Manager - Anthropic and OpenAI | AI Cybersecurity & Governance to join our team in Amsterdam, Netherlands (EMEA region) in a Hybrid working mode.

In this role, you will combine a strong new business development approach with partner-centric growth strategies. While your core responsibility is to drive net-new revenue through new logo acquisition across the EMEA market, you will also cultivate strategic relationships across EPAM's Anthropic and OpenAI partner ecosystem to co-create routes to market and accelerate joint success in AI cybersecurity and governance. This role requires an entrepreneurial mindset, a passion for collaboration and the ability to position EPAM as the partner of choice for large-scale, AI-driven cybersecurity and governance initiatives.

You will bring a strong understanding of AI cybersecurity and governance topics and a proven ability to identify and drive opportunities across AI/LLM security, securing agentic AI systems, AI red-teaming, adversarial robustness and AI governance and risk management for clients across industries.

Responsibilities

• 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

Requirements

• 7-12 years of experience in IT sales / business development with proven success in hunting and acquiring new business
• Track record of leveraging partner ecosystems for opportunity generation and revenue growth
• Strong understanding of AI/LLM security, including model and data security, adversarial robustness and secure agentic AI architectures
• Strong understanding of AI governance and risk management frameworks, including responsible AI and regulatory compliance
• Experience driving opportunities across AI red-teaming, agentic security operations and AI governance or risk management
• Experience selling complex, multi-service or transformation-led solutions
• Established relationships within the Anthropic and OpenAI partner ecosystems across EMEA
• Ability to influence senior stakeholders and navigate complex sales cycles
• Degree in business, technology or related field
• Strong commercial acumen, negotiation skills and consultative selling approach
• Independent, target-driven with a collaborative mindset
• Dutch - Native / Fluent (required)
• English - Fluent (required)

Nice to have

• Previous experience in partner sales or alliance management roles
• Familiarity with joint go-to-market program execution
• Knowledge of account-based selling frameworks and ecosystem-led strategies
• Familiarity with the AI foundation model landscape and its application to AI cybersecurity and governance
• Exposure to AI red-teaming, adversarial testing or AI governance and responsible AI standards