New AI and ISV Partner Business Development Manager

About the role

This role involves building Nebius’ ISV partner ecosystem from its foundational stages. The manager will define strategies, segment partners, create onboarding models, and establish long-term growth frameworks. A key responsibility is to identify and recruit high-impact AI and ISV partners capable of generating new customer acquisitions and revenue.

The position focuses on developing scalable co-sell motions, integrating partners into Nebius’ sales plays, and driving partner-sourced pipeline. This includes creating structured frameworks for joint business planning, forecasting, and performance management. The manager will also lead joint go-to-market execution to ensure partners actively generate demand and influence deals.

Success in this role means driving partner technical readiness and platform adoption through enablement and joint solution development. The manager will help shape Nebius’ partner program, including co-sell models and incentives, while staying connected to the AI ecosystem to identify emerging trends and partnership opportunities. This individual will represent Nebius at industry events and act as an internal advocate for partners.

The listed salary range for this full-time remote position is between $63,250 and $109,250 USD.

Skills that matter here

• partnerships: The role requires extensive experience in forming and managing alliances within the B2B technology sector.
• business development: This position involves identifying new opportunities and fostering relationships to drive company growth.
• indirect sales: The manager will leverage third-party channels to expand market reach and generate revenue.
• AI/ML and cloud ecosystem: A strong understanding of artificial intelligence, machine learning, and cloud platforms is essential for identifying relevant partners.
• co-sell programs: The role involves creating and implementing strategies where partners collaborate with Nebius' sales team to close deals.
• cloud platforms and consumption-based business models: Familiarity with cloud infrastructure and how services are consumed is important for partner integration and revenue generation.

Who this role suits

• A person with over a decade of experience in B2B technology partnerships, specifically someone who has built partner ecosystems from scratch.
• Someone who possesses a deep understanding of the AI/ML and cloud ecosystem, including infrastructure, models, and data pipelines.
• An individual with a 'builder mindset' who is comfortable operating in ambiguous environments and creating structure where none exists.
• A professional with strong communication and negotiation skills, capable of navigating complex, multi-stakeholder environments.

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