Partner Business Development Manager

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