The role
New AI and ISV Partner Business Development ManagerWe're building Nebius' next-generation partner ecosystem — and this role is at the center of it.
This is not a traditional partner management role. We are not looking for account managers or program operators.
We are looking for a builder — someone who can identify, recruit, and activate high-impact partners that drive real business outcomes..You will define and scale Nebius' ISV and AI partner ecosystem from the ground up, creating partnerships that generate net-new pipeline, open new accounts, and scale through repeatable co-sell motions.
What You'll Do
- Own and build Nebius' ISV partner ecosystem from the ground up with your key target accounts — defining strategy, segmentation, onboarding models, and long-term growth frameworks
- Identify, recruit, and close high-impact AI and ISV partners that can drive net-new customer acquisition and revenue growth
- Develop and scale repeatable co-sell motions, embedding partners into Nebius' core sales plays and strategic opportunities
- Drive partner-sourced and partner-influenced pipeline, with a strong focus on net-new accounts and expansion
- Build structured frameworks for joint business planning, pipeline generation, forecasting, and performance management
- Lead joint go-to-market execution, ensuring partners are actively generating demand and influencing deals
- Drive partner technical readiness and platform adoption through onboarding, enablement, and joint solution development
- Act as a key architect of Nebius' partner program, including co-sell models, incentives, and engagement frameworks
- Stay deeply connected to the AI ecosystem, identifying emerging players, trends, and high-leverage partnership opportunities
- Represent Nebius across industry events, ecosystem forums, and strategic partner engagements
- Serve as the voice of partners internally, working cross-functionally with Sales, Product, Engineering, Marketing, Legal, and GTM teams
What We're Looking For
- 10+ years of experience in partnerships, business development, or indirect sales within B2B technology
- Strong understanding of the AI/ML and cloud ecosystem (infrastructure, models, data pipelines, ISVs, tooling)
- Proven track record of building partner ecosystems from early stages — not just managing existing relationships
- Demonstrated ability to source, negotiate, and close strategic partnerships that drive measurable business impact
- Proven success in driving net-new pipeline, opening new accounts, and scaling revenue through repeatable co-sell programs
- Experience leading co-sell and joint go-to-market motions with sales organizations
- Solid grasp of cloud platforms and consumption-based business models
- Technical fluency — able to engage in architecture discussions, use-case validation, and product alignment
- Builder mindset — comfortable operating in ambiguity and creating structure from scratch
- Strong executive presence with experience navigating complex, multi-stakeholder environments
- Excellent communication, negotiation, and prioritization skills
- Nice to Have
- Experience working closely with Product and Engineering teams to influence partner integrations and roadmap
- Background in AI-intensive industries such as Financial Services, Healthcare, Robotics, Retail, or Automotive.
- What Makes This Role Different
- You are building the ecosystem — not inheriting one
- Direct ownership of partner-driven revenue and growth
- High autonomy and visibility across the business
- Opportunity to shape how modern AI partnerships are defined and executed at Nebius#J-18808-Ljbffr
Skills
- Alliance/Partner Management, Artificial Intelligence (AI), Business Development, Business Plan, Business-to-Business (B2B), Channel Sales, Channel Strategies, Cloud Computing, Cross-Functional, Customer Acquisition, Data Management, Data Modeling, Demand Generation, Ecosystems, Establish Priorities, Finance, Financial Services, Forecasting, Healthcare, Independent Software Vendor (ISV), Legal, Machine Tool, Marketing, Negotiation Skills, Onboarding, Product Engineering, Product Testing, Retail, Robotics, Sales, Sales Management, Sales Strategy, Trend Analysis, Use Cases
About the Company
Nebius
