Principal, Business Development – Enterprise Physical AI
Nebius Group
full-time
Posted on:
Location Type: Remote
Location: Netherlands
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Job Level
About the role
- Create and drive the GTM strategy for our key industrial verticals. You will determine how we position high-performance cloud infrastructure to an Automotive CIO versus a Utility Operations leader versus a Logistics Warehouse Manager, defining the specific use cases (e.g., Digital Twins, Smart Factories, Autonomous Fleets) that drive consumption.
- Own the relationship strategy for major Industrial ISVs (e.g., in CAD, PLM, Simulation, and Manufacturing Execution). You will engage them on two fronts: as customers and as partners (creating joint solutions to co-sell into the enterprise).
- Identify and close the first 5-10 major enterprise accounts that validate our platform for industrial workloads. You will navigate complex procurement, compliance, and security requirements to land these "company-making" logos.
- Own the long-term revenue trajectory of Physical AI across industry verticals, ensuring that early "Lighthouse" technical wins translate into massive, high-volume compute consumption as our customers scale their training and simulation workloads.
- Connect the "AI Native" robotics solutions (validated by your counterpart) into the enterprise customer base. Create opportunities where Nebius brings a complete solution—infrastructure + partner software—to solve a specific industrial pain point.
- Act as the "Physical AI" subject matter expert for the broader sales team. Build the playbooks, battle cards, and reference architectures that enable our generalist enterprise sellers to identify and close Physical AI opportunities in their existing accounts.
- Translate the unique constraints of the enterprise market (e.g., sovereign cloud requirements, edge-to-cloud latency, industrial protocol support) into clear requirements for our Product and Engineering teams.
- Define the engagement model for government and public sector opportunities, specifically regarding autonomous infrastructure and smart cities.
Requirements
- 7+ years of experience in business development, strategic sales, or alliances within Cloud, Industrial IoT, or Enterprise Software.
- Vertical Fluency: You understand the operational reality of heavy industry. You know the difference between IT (Information Technology) and OT (Operational Technology) and understand how AI is bridging that divide in sectors like Auto and Energy.
- Industrial Ecosystem Network: Experience working with or partnering with the "Industrial Giants" (e.g., Siemens, Dassault Systèmes, PTC, Ansys, Honeywell, etc.). You understand the software stack that runs the physical world.
- Complex Deal Architect: Experience managing large-scale enterprise pursuits involving multiple stakeholders (CIO, CTO, LOB Heads), extensive legal reviews, and long sales cycles.
- GTM Strategy Experience: Proven ability to build a vertical strategy from scratch—segmenting the market, identifying the "wedge" use cases, and training a sales force to execute.
- Cross-Functional Orchestration: Proven track record of working across Sales, Marketing, Product Marketing, and Partnerships to align distinct teams behind a unified GTM strategy and execution plan.
- Communication: Strong executive presence, capable of pitching a vision of "Industrial AI" to a Board of Directors or a Public Sector leader.
- Comfort in Ambiguity: Experience operating in a fast-paced environment where you are building the plane while flying it, often without a pre-existing case study to rely on.
Benefits
- 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.
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
cloud infrastructureDigital TwinsSmart FactoriesAutonomous Fleetsbusiness developmentstrategic salesalliancesenterprise softwareGTM strategycomplex deal architecture
Soft Skills
communicationexecutive presencecross-functional orchestrationcomfort in ambiguity