Responsible for the strategy and execution of ISV partnerships to drive revenue growth, market expansion, and platform adoption, while collaborating with various internal teams and engaging executive stakeholders.
Why work at Nebius
Nebius is leading a new era in cloud computing to serve the global AI economy. We create the tools and resources our customers need to solve real-world challenges and transform industries, without massive infrastructure costs or the need to build large in-house AI/ML teams. Our employees work at the cutting edge of AI cloud infrastructure alongside some of the most experienced and innovative leaders and engineers in the field.
Where we work
Headquartered in Amsterdam and listed on Nasdaq, Nebius has a global footprint with R&D hubs across Europe, North America, and Israel. The team of over 1400 employees includes more than 400 highly skilled engineers with deep expertise across hardware and software engineering, as well as an in-house AI R&D team.
The role: New AI and ISV Partner Business Development Manager
We’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
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
Key employee benefits in the US:
- Health insurance: 100% company-paid medical, dental, and vision coverage for employees and families.
- 401(k) plan: Up to 4% company match with immediate vesting.
- Parental leave: 20 weeks paid for primary caregivers, 12 weeks for secondary caregivers.
- Remote work reimbursement: Up to $85/month for mobile and internet.
- Disability & life insurance: Company-paid short-term, long-term and life insurance coverage.
Compensation
- We offer competitive salaries, ranging from $250k - $315k OTE (On Target Earnings)- Accelerators for overachievement and equity participation available
What we offer:
- Competitive salary and comprehensive benefits package.
- Opportunities for professional growth within Nebius.
- Flexible working arrangements.
- A dynamic and collaborative work environment that values initiative and innovation.
We’re growing and expanding our products every day. If you’re up to the challenge and are excited about AI and ML as much as we are, join us!
Equal Opportunity Statement:
Nebius is an equal opportunity employer. We are committed to fostering an inclusive and diverse workplace and to providing equal employment opportunities in all aspects of employment. We do not discriminate on the basis of race, color, religion, sex (including pregnancy), national origin, ancestry, age, disability, genetic information, marital status, veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by applicable law.
Applicants must be authorized to work in the country in which they apply, and will be required to provide proof of employment eligibility as a condition of hire.
Similar Jobs
Healthtech • Other • Social Impact • Software • Telehealth
The Revenue Cycle Project Manager will oversee revenue cycle management, performance monitoring, and optimization, while enhancing workflows and strategies across teams.
Top Skills:
AmdAvailityExcelGoogle SuiteGsheetsSalesforceZendesk
Fintech • Information Technology • Insurance • Financial Services • Big Data Analytics
The Call Center Supervisor leads the customer care team, ensuring excellent customer service, coaching associates, monitoring performance, and maintaining compliance with regulations.
Fintech • Information Technology • Insurance • Financial Services • Big Data Analytics
The Call Center Supervisor oversees customer care associates, ensuring high-quality customer service, coaching associates, managing performance, and ensuring compliance with regulations while fostering employee engagement and diversity.
What you need to know about the Seattle Tech Scene
Home to tech titans like Microsoft and Amazon, Seattle punches far above its weight in innovation. But its surrounding mountains, sprinkled with world-famous hiking trails and climbing routes, make the city a destination for outdoorsy types as well. Established as a logging town before shifting to shipbuilding and logistics, the Emerald City is now known for its contributions to aerospace, software, biotech and cloud computing. And its status as a thriving tech ecosystem is attracting out-of-town companies looking to establish new tech and engineering hubs.
Key Facts About Seattle Tech
- Number of Tech Workers: 287,000; 13% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Amazon, Microsoft, Meta, Google
- Key Industries: Artificial intelligence, cloud computing, software, biotechnology, game development
- Funding Landscape: $3.1 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Madrona, Fuse, Tola, Maveron
- Research Centers and Universities: University of Washington, Seattle University, Seattle Pacific University, Allen Institute for Brain Science, Bill & Melinda Gates Foundation, Seattle Children’s Research Institute
