New AI and ISV Partner Business Development Manager

About this role

About Nebius:

Nebius is leading a new era in cloud infrastructure for the global AI economy. We are building a full-stack AI cloud platform that supports developers and enterprises from data and model training through to production deployment, without the cost and complexity of building large in-house AI/ML infrastructure.

Built by engineers, for engineers. From large-scale GPU orchestration to inference optimization, we own the hard problems across compute, storage, networking and applied AI.

Listed on Nasdaq (NBIS) and headquartered in Amsterdam, we have a global footprint with R&D hubs across Europe, the UK, North America and Israel. Our team of 1,500+ includes hundreds of engineers with deep expertise across hardware, software and AI R&D.

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

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:

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