New AI and ISV Partner Business Development Manager | RocketHunt
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New AI and ISV Partner Business Development Manager
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
What Makes This Role Different
You are building the ecosystem — not inheriting one
Direct ownership of partner-driven revenue and growth
High autonomy and visibility across the business
Opportunity to shape how modern AI partnerships are defined and executed at Nebius
Benefits & Perks
Competitive compensation
Career growth and learning opportunities
Flexibility and work-life balance
Collaborative and innovative culture
Opportunity to work on impactful AI projects
International environment and talented teams
What it’s like to work at Nebius
Fast moving - Bold thinking - Constant growth - Meaningful impact - Trust and real ownership - Opportunity to shape the future of AI
