Partner Business Development Manager - ISV

Описание вакансии

Why work at NebiusNebius is leading a new era in cloud computing to serve the global AI economy. We create the tools and resources our customers need to solve real-world challenges and transform industries, without massive infrastructure costs or the need to build large in-house AI/ML teams. Our employees work at the cutting edge of AI cloud infrastructure alongside some of the most experienced and innovative leaders and engineers in the field.

Where we workHeadquartered in Amsterdam and listed on Nasdaq, Nebius has a global footprint with R&D hubs across Europe, North America, and Israel. The team of over 1400 employees includes more than 400 highly skilled engineers with deep expertise across hardware and software engineering, as well as an in-house AI R&D team.

The role

As the Partner Business Development Manager – ISV, you will own, scale, and mature Nebius’ ISV partner ecosystem to drive revenue growth, market expansion, and platform adoption. This role manages a portfolio of digital-native, AI-first, and cloud-native ISV partners, ranging from high-growth startups to strategic technology partners.

This is a senior individual contributor role with material revenue accountability, broad GTM influence, and end-to-end ownership of ISV partner strategy and execution. You will lead joint value creation with ISV partners across enablement, co-selling, marketplace motions, and long-term strategic alignment, while acting as a trusted partner to ISV executives and internal Nebius leadership.

You’re welcome to work in our office in the United Kingdom or remotely.

Your responsibilities will include:

ISV Strategy & Portfolio Ownership

• Own the end-to-end strategy and execution for a portfolio of ISV partners, including segmentation, onboarding, enablement, performance management, and expansion, while identifying and recruiting new partners aligned with Nebius’ regional, vertical, and product GTM priorities.

ISV Enablement & Platform Adoption

• Drive ISV readiness and platform adoption through structured onboarding, technical enablement, and ongoing education.
• Support early-stage technical validation by facilitating initial qualifications, architecture alignment, and use case fit in close collaboration with Solutions Architecture and Product teams.

Go-To-Market Execution & Co-Selling

• Lead joint GTM and co-sell execution with Sales and ISV partners by embedding partners into sales motions, supporting strategic opportunities, and driving coordinated pipeline activities.
• Support partner participation in joint campaigns, events, and marketplace programs to extend reach and accelerate revenue impact.

Revenue Ownership & Performance Management

• Carry accountability for partner-sourced and partner-influenced pipeline and revenue by establishing Joint Business Plans, tracking performance against defined KPIs and forecasting results through data-driven actions.

Market & Ecosystem Leadership

• Represent Nebius within the ISV ecosystem through partner advisory boards, industry events, and strategic forums, while tracking competitive dynamics and contributing to the ongoing evolution of Nebius’ ISV programs and operating model.

Cross-Functional & Executive Leadership

• Act as the primary ISV advocate across Sales, Product, Marketing, Legal, Finance, and GTM Operations, supporting executive engagement, commercial negotiations, and structured feedback loops that inform product and go-to-market decisions.

We expect you to have:

• 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 in building and scaling revenue-generating ISV or technology partner ecosystems.
• Experience working with digital-native companies, startups, and partner ecosystems at a regional level, including supporting early-stage and high-growth partners through enablement and GTM execution.
• Hands-on experience driving joint GTM and co-sell motions with sales teams.
• Strong understanding of cloud computing concepts, platforms, and consumption-based business models.
• Sufficient technical depth to lead initial technical validation and qualification conversations with ISV partners, including basic architecture discussions, use case fit, and platform alignment, in collaboration with technical teams.
• Familiarity with AI concepts, including AI infrastructure, model development workflows, data pipelines, and AI-enabled applications.
• Experience supporting complex, multi-stakeholder sales cycles with executive engagement.
• Excellent communication, negotiation, and executive presence.
• Strong analytical, planning, and prioritization skills.
• Ability to operate effectively with an entrepreneur mindset in a fast-paced, high-growth environment.

It will be an added bonus if you have:

• Experience working closely with Product and Engineering teams to influence partner-facing roadmaps, integrations, and reference architectures.
• Industry-focused experience within one or more verticals such as Financial Services, Healthcare, Robotics, Retail, Automotive, or other data- and AI-intensive sectors.
• Second language proficiency is an advantage, particularly within European markets.

What we offer

• Competitive salary and comprehensive benefits package.
• Opportunities for professional growth within Nebius.
• Flexible working arrangements.
• A dynamic and collaborative work environment that values initiative and innovation.

We’re growing and expanding our products every day. If you’re up to the challenge and are excited about AI and ML as much as we are, join us!