AI and ISV Partner Business Development Manager

This is a fully remote position, open to applicants in Netherlands.

📋 Description

• Take ownership of and develop Nebius’ ISV partner ecosystem from the ground up with your primary target accounts — establishing strategy, segmentation, onboarding models, and frameworks for long-term growth.

• Identify, recruit, and secure high-impact AI and ISV partners capable of driving new customer acquisition and revenue enhancement.

• Create and expand repeatable co-sell motions, integrating partners into Nebius’ core sales strategies and significant opportunities.

• Generate a partner-sourced and partner-influenced sales pipeline, focusing on acquiring new accounts and expanding existing ones.

• Construct structured frameworks for joint business planning, pipeline generation, forecasting, and performance management.

• Lead collaborative go-to-market initiatives, ensuring partners actively generate demand and influence transactions.

• Enhance partner technical readiness and platform utilization through onboarding, training, and co-development of solutions.

• Act as a principal architect of Nebius’ partner program, including co-sell models, incentives, and engagement strategies.

• Maintain strong connections within the AI ecosystem, identifying emerging players, trends, and valuable partnership opportunities.

• Represent Nebius at industry events, ecosystem forums, and strategic partner engagements.

• Serve as the internal advocate for partners, collaborating cross-functionally with Sales, Product, Engineering, Marketing, Legal, and GTM teams.

⛳️ Requirements

• Over 10 years of experience in partnerships, business development, or indirect sales within the B2B technology sector.

• Comprehensive understanding of the AI/ML and cloud ecosystem (infrastructure, models, data pipelines, ISVs, tooling).

• Proven history of establishing partner ecosystems from the early stages — not merely managing existing relationships.

• Demonstrated expertise in sourcing, negotiating, and finalizing strategic partnerships that yield measurable business results.

• Proven success in generating new pipeline, opening new accounts, and increasing revenue through effective co-sell programs.

• Experience in leading co-sell and joint go-to-market strategies with sales organizations.

• Solid understanding of cloud platforms and consumption-based business models.

• Technical fluency — capable of engaging in architecture discussions, use-case validation, and product alignment.

• Builder mindset — adept at navigating ambiguity and establishing structure from the ground up.

• Strong executive presence with experience managing complex, multi-stakeholder environments.

• Excellent skills in communication, negotiation, and prioritization.

🏝️ Benefits

• Competitive compensation.

• Opportunities for career growth and learning.

• Flexibility and work-life balance.

• A collaborative and innovative culture.

• Chance to work on significant AI projects.

• An international environment with talented teams.