AI & ISV Partnerships Architect

Nebius; United States; Hybrid; USD 141,000 - 176,000; Full time

Benefits offered by this job

Health insurance

401(k) plan

Parental leave

Remote work reimbursement

Disability & life insurance

Job summary

Nebius is seeking a New AI and ISV Partner Business Development Manager to build Nebius’ ISV and AI partner ecosystem from the ground up. You will recruit high-impact partners, drive net-new pipeline, and embed partners into Nebius’ core sales strategies.

You will define onboarding models, scale co-sell motions, and lead GTM execution with cross-functional teams to accelerate revenue growth in a fast-paced AI infrastructure environment.

Qualifications

• 10+ years of 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.

Responsibilities

• 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.

Job description

Nebius is seeking a New AI and ISV Partner Business Development Manager to build Nebius’ ISV and AI partner ecosystem from the ground up. You will recruit high-impact partners, drive net-new pipeline, and embed partners into Nebius’ core sales strategies.

You will define onboarding models, scale co-sell motions, and lead GTM execution with cross-functional teams to accelerate revenue growth in a fast-paced AI infrastructure environment.