Nebius

New AI and ISV Partner Business Development Manager

Reposted 5 Days Ago

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Hiring Remotely in California City, CA, USA

In-Office or Remote

250K-315K Annually

Senior level

Artificial Intelligence • Information Technology • Consulting

The Role

Responsible for the strategy and execution of ISV partnerships to drive revenue growth, market expansion, and platform adoption, while collaborating with various internal teams and engaging executive stakeholders.

Summary Generated by Built In

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 overachievement and equity participation available

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

What's it like to work at Nebius:

Fast moving - Bold thinking - Constant growth - Meaningful impact - Trust and real ownership - Opportunity to shape the future of AI

Equal Opportunity Statement:

Nebius is an equal opportunity employer. We are committed to fostering an inclusive and diverse workplace and to providing equal employment opportunities in all aspects of employment. We do not discriminate on the basis of race, color, religion, sex (including pregnancy), national origin, ancestry, age, disability, genetic information, marital status, veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by applicable law.

Applicants must be authorized to work in the country in which they apply and will be required to provide proof of employment eligibility as a condition of hire.

If you need accommodations during the application process, please let us know.

Skills Required

Bachelor's degree in business, technology, or a related field
10+ years of experience in ISV partnerships, alliances, business development, or indirect sales within B2B technology
Proven success building and scaling revenue-generating ISV or technology partner ecosystems
Hands-on experience driving joint go-to-market and co-sell motions with sales teams
Strong understanding of cloud computing platforms and consumption-based business models
Technical depth to support initial technical validation discussions, architecture alignment, and use-case qualification
Familiarity with AI infrastructure, model development workflows, data pipelines, and AI-enabled applications
Experience navigating complex, multi-stakeholder sales cycles with executive engagement
Strong communication, negotiation, analytical, and prioritization skills