New AI and ISV Partner Business Development Manager
About this role
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
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
Responsibilities
- 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
- 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
Requirements
- 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
- 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
- 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
- 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.
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