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 London, United Kingdom (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
• English - Native / 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

EPAM offers a range of benefits and perks, including:

• Employee Stock Purchase Plan (ESPP)
• Protection benefits including life assurance, income protection, and critical illness cover
• Private medical insurance and dental care
• Employee Assistance Program
• Competitive group pension plan
• Cyclescheme, Techscheme, and season ticket loans
• Various perks such as free Wednesday lunch in-office, on-site massages, and regular social events
• Learning and development opportunities including in-house training and coaching, professional certifications, and courses
• If otherwise eligible, participation in the discretionary annual bonus program
• If otherwise eligible and hired into a qualifying level, participation in the discretionary Long-Term Incentive (LTI) Program

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 many of the world's leading businesses to deliver innovative digital solutions. We are committed to fostering a collaborative and inclusive work environment where our employees can thrive and grow.