New AI and ISV Partner Business Development Manager
8.0/10
Nebius
$63,250 – $109,250 USD
Remote
mid
about 4 hours ago
aibusinesstech
AI Summary
The vacancy is well-defined with clear responsibilities and requirements, though some areas lack detail.
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Description
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 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
Requirements
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
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