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

About the Position

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

We Offer

• 26 paid holiday days
• Pension plan scheme
• Disability insurance (WGA Shortfall insurance)
• Long-term disability insurance (WIA Top up insurance)
• EPAM Employee Stock Purchase Plan (ESPP)
• Commuting to work - costs reimbursement
• Laptop + corporate simcard + corporate mobile device (subject to certain eligibility requirements)
• Bike lease
• Employee Assistance Program
• Corporate Programs including Employee Referral Program with rewards
• Learning and development opportunities including in-house training and coaching, professional certifications, and courses

All benefits and perks are subject to certain eligibility requirements

About the Company

EPAM is a global software engineering and product development company that partners with the world’s leading businesses to deliver digital transformation and technology innovation. We are committed to empowering our clients and employees to achieve their full potential through continuous learning, innovation, and collaboration.