Job description

We're looking for a Cybersecurity, Alliances Director to join our strategic global team. In this role, you will develop and accelerate EPAM's cybersecurity-focused partner ecosystem, spanning the Frontier AI labs (Anthropic, OpenAI), the hyperscalers (AWS, Microsoft, Google Cloud), and specialist cybersecurity software vendors (e.g., CrowdStrike, Palo Alto Networks, Wiz, SentinelOne, Microsoft Security). This is a high-impact opportunity to shape how EPAM positions AI-native security offerings, build joint go-to-market motions across three distinct but converging partner ecosystems, and establish EPAM as the trusted implementation partner for cyber-resilient, AI-enabled enterprises. Req# 1074676984 Responsibilities: • Orchestrate the growth and strategic expansion of EPAM's cybersecurity partner ecosystem across Frontier AI labs, hyperscalers and cybersecurity ISVs • Lead partner engagements internally and externally, ensuring cyber-focused GTM motions stay aligned with organizational priorities and each partner's own programme frameworks • Develop and sustain senior-level relationships with security and alliance leadership at partner organizations, as well as key senior EPAM stakeholders across cyber, cloud and AI practices • Execute joint go-to-market strategies that translate AI-driven security capabilities (e.g. OpenAI's Daybreak, agentic SOC tooling, hyperscaler-native security services) into concrete GTM offerings that accelerate pipeline growth and client acquisition • Collaborate with commercial, sales, marketing and consulting teams to deliver strategic initiatives that maximize joint business opportunities across the cyber, cloud and AI ecosystems • Partner across teams to support co-created offerings and IP spanning AI security, cloud security, identity, threat detection and governance and drive these offerings into client accounts • Manage key performance indicators spanning partner programme tiers (e.g. hyperscaler security competencies, cyber ISV partner status, Frontier AI partner metrics) alongside EPAM-specific alliance metrics • Represent EPAM at relevant partner events, executive briefings, and industry conferences to enhance brand visibility and deepen stakeholder engagement across the cybersecurity ecosystem • Coordinate with operations teams to manage deal registration, ensure alliance compliance and deliver impactful business reviews across multiple partner types • Track developments across the AI-security landscape including new hyperscaler security services, cyber ISV product launches, Frontier AI safety and security initiatives, and competitive moves to proactively shape strategic direction and identify growth opportunities for EPAM • Define and manage partner-led commercial structures including funding programmes, co-sell and marketplace agreements, and joint investment arrangements, coordinating with finance and legal to ensure commercial alignment • Cultivate an internal AI-security-native culture by championing hands-on use of frontier AI and cybersecurity tooling within your own ways of working, setting an example for the broader alliance and sales community Requirements: • 6+ years of experience in enterprise technology ecosystems, partnerships or channel management • Experience in cybersecurity, cloud or AI partnerships and alliances is preferred • Must be able to evidence an AI mindset: via previous professional use of AI productivity tools (Claude, ChatGPT, Copilot or equivalent) and a clear ability to articulate how AI creates value for enterprise security teams • Strong ability to operate within complex, matrixed organizations and deliver results in cross-functional environments spanning multiple partner ecosystems • Experience working in consulting-led sales or system integration environments • Advanced business development and relationship management skills, including pipeline and partnership growth execution • Excellent communication, presentation and executive influencing skills, with credibility across both security and AI stakeholder audiences • Highly organized and self-driven; comfortable operating at pace in a market where partner programmes, AI capabilities and cybersecurity threats change rapidly • Professional fluency in English (written and spoken) • Familiarity with how AI capabilities, including large language models and agentic systems, are being applied to cybersecurity use cases such as threat detection, SOC automation and vulnerability management • Experience navigating fast-moving, pre-enterprise or early-stage partner programmes with limited playbooks, requiring the ability to build structure where little exists

Requirements

Must-haves

Req# 1074676984
Orchestrate the growth and strategic expansion of EPAM's cybersecurity partner ecosystem across Frontier AI labs, hyperscalers and cybersecurity ISVs
Lead partner engagements internally and externally, ensuring cyber-focused GTM motions stay aligned with organizational priorities and each partner's own programme frameworks
Develop and sustain senior-level relationships with security and alliance leadership at partner organizations, as well as key senior EPAM stakeholders across cyber, cloud and AI practices
Collaborate with commercial, sales, marketing and consulting teams to deliver strategic initiatives that maximize joint business opportunities across the cyber, cloud and AI ecosystems
Partner across teams to support co-created offerings and IP spanning AI security, cloud security, identity, threat detection and governance and drive these offerings into client accounts
Manage key performance indicators spanning partner programme tiers (e.g. hyperscaler security competencies, cyber ISV partner status, Frontier AI partner metrics) alongside EPAM-specific alliance metrics
Represent EPAM at relevant partner events, executive briefings, and industry conferences to enhance brand visibility and deepen stakeholder engagement across the cybersecurity ecosystem
Coordinate with operations teams to manage deal registration, ensure alliance compliance and deliver impactful business reviews across multiple partner types
Define and manage partner-led commercial structures including funding programmes, co-sell and marketplace agreements, and joint investment arrangements, coordinating with finance and legal to ensure commercial alignment
Cultivate an internal AI-security-native culture by championing hands-on use of frontier AI and cybersecurity tooling within your own ways of working, setting an example for the broader alliance and sales community
6+ years of experience in enterprise technology ecosystems, partnerships or channel management
Must be able to evidence an AI mindset: via previous professional use of AI productivity tools (Claude, ChatGPT, Copilot or equivalent) and a clear ability to articulate how AI creates value for enterprise security teams
Strong ability to operate within complex, matrixed organizations and deliver results in cross-functional environments spanning multiple partner ecosystems
Experience working in consulting-led sales or system integration environments
Advanced business development and relationship management skills, including pipeline and partnership growth execution
Excellent communication, presentation and executive influencing skills, with credibility across both security and AI stakeholder audiences
Highly organized and self-driven; comfortable operating at pace in a market where partner programmes, AI capabilities and cybersecurity threats change rapidly
Professional fluency in English (written and spoken)
Familiarity with how AI capabilities, including large language models and agentic systems, are being applied to cybersecurity use cases such as threat detection, SOC automation and vulnerability management
Experience navigating fast-moving, pre-enterprise or early-stage partner programmes with limited playbooks, requiring the ability to build structure where little exists

Nice-to-haves

Experience in cybersecurity, cloud or AI partnerships and alliances is preferred

Application prep

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Keywords to mirror

aiawsgo

Platform: epam
Effort: medium