Own the end‑to‑end strategy and execution for a portfolio of ISV partners, including segmentation, onboarding, enablement, performance management, and expansion.
Identify, recruit, and onboard new ISV partners aligned with Nebius’ regional, vertical, and product go‑to‑market priorities.
Drive ISV readiness and platform adoption through structured onboarding, technical enablement, and ongoing education.
Lead joint go‑to‑market and co‑sell execution with Sales and ISV partners, embedding partners into sales motions and strategic opportunities.
Carry accountability for partner‑sourced and partner‑influenced pipeline and revenue through joint business planning, KPI tracking, and forecasting.
Represent Nebius within the ISV ecosystem through industry events, advisory boards, and strategic forums.
Act as the primary ISV advocate across Sales, Product, Marketing, Legal, Finance, and GTM Operations.

Requirements

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 building and scaling revenue‑generating ISV or technology partner ecosystems.
Hands‑on experience driving joint go‑to‑market and co‑sell motions with sales teams.
Strong understanding of cloud computing platforms and consumption‑based business models.
Technical depth to support initial technical validation discussions, architecture alignment, and use‑case qualification.
Familiarity with AI infrastructure, model development workflows, data pipelines, and AI‑enabled applications.
Experience navigating complex, multi‑stakeholder sales cycles with executive engagement.
Strong communication, negotiation, analytical, and prioritization skills.

Benefits

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Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

ISV partnershipsbusiness developmentjoint go-to-marketco-sell executionKPI trackingcloud computingAI infrastructuredata pipelinestechnical validationarchitecture alignment

Soft Skills

communicationnegotiationanalyticalprioritizationleadership

Certifications

Bachelor’s degree