New AI and ISV Partner Business Development Manager

About the role

In this role, you will take charge of building Nebius' ISV partner ecosystem from the ground up, focusing on strategy, segmentation, and onboarding. Your efforts will drive new customer acquisition and revenue growth through high-impact AI partnerships.

You will work closely with various teams to develop co-sell motions and frameworks for joint business planning. Success in this position means effectively engaging with partners and contributing to Nebius' growth in the AI space.

The salary range for this position is between $63,250 and $109,250, depending on experience and qualifications.

Who this role suits

• A seasoned professional with over 10 years in partnerships or business development within B2B technology.
• Someone who thrives in ambiguous situations and enjoys building structures from scratch.
• An effective communicator with strong negotiation skills and executive presence.
• A strategic thinker with a proven track record of driving net-new pipeline and revenue growth.

From the employer

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

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

Benefits & Perks

• Competitive compensation
• Career growth and learning opportunities
• Flexibility and work-life balance
• Collaborative and innovative culture
• Opportunity to work on impactful AI projects
• International environment and talented teams