New AI and ISV Partner Business Development Manager

The role: New AI and ISV Partner Business Development ManagerWe’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 DoOwn and build Nebius’ ISV partner ecosystem from the ground up with your key target accounts — defining strategy, segmentation, onboarding models, and long-term growth frameworksIdentify, recruit, and close high-impact AI and ISV partners that can drive net-new customer acquisition and revenue growthDevelop and scale repeatable co-sell motions, embedding partners into Nebius’ core sales plays and strategic opportunitiesDrive partner-sourced and partner-influenced pipeline, with a strong focus on net-new accounts and expansionBuild structured frameworks for joint business planning, pipeline generation, forecasting, and performance managementLead joint go-to-market execution, ensuring partners are actively generating demand and influencing dealsDrive partner technical readiness and platform adoption through onboarding, enablement, and joint solution developmentAct as a key architect of Nebius’ partner program, including co-sell models, incentives, and engagement frameworksStay deeply connected to the AI ecosystem, identifying emerging players, trends, and high-leverage partnership opportunitiesRepresent Nebius across industry events, ecosystem forums, and strategic partner engagementsServe as the voice of partners internally, working cross-functionally with Sales, Product, Engineering, Marketing, Legal, and GTM teamsWhat We’re Looking For10+ years of experience in partnerships, business development, or indirect sales within B2B technologyStrong understanding of the AI/ML and cloud ecosystem (infrastructure, models, data pipelines, ISVs, toolingProven track record of building partner ecosystems from early stages — not just managing existing relationshipsDemonstrated ability to source, negotiate, and close strategic partnerships that drive measurable business impactProven success in driving net-new pipeline, opening new accounts, and scaling revenue through repeatable co-sell programsExperience leading co-sell and joint go-to-market motions with sales organizationsSolid grasp of cloud platforms and consumption-based business modelsTechnical fluency — able to engage in architecture discussions, use-case validation, and product alignmentBuilder mindset — comfortable operating in ambiguity and creating structure from scratchStrong executive presence with experience navigating complex, multi-stakeholder environmentsExcellent communication, negotiation, and prioritization skillsNice to HaveExperience working closely with Product and Engineering teams to influence partner integrations and roadmapBackground in AI-intensive industries such as Financial Services, Healthcare, Robotics, Retail, or Automotive