Partner Development Manager, ISV

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: 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 o