GSI Director

Nebius

12d

About The Position

Nebius 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 work Headquartered 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 800 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 We're looking for a GSI Director to build, structure, and drive our global partnerships with top Global Systems Integrators. This person will be responsible for defining our GSI strategy, owning the execution plan for each firm, and turning strategic relationships into scalable, repeatable revenue programs for our filed team. You’ll report into the VP of Channel & Partnerships and work cross-functionally with sales, product, marketing, and engineering. This is not a strategy-only role. We’re looking for someone who can frame the partnership, build the joint plan, and drive execution with precision and urgency. Travel is required for QBR, partner in-person meetings, and events.

Requirements

• 8–12 years of experience in partner management, GSI alliances, or consulting-led enterprise GTM roles
• Deep understanding of how GSIs operate including org structures, sales cycles, solution practices, and incentive models
• Existing relationships at major GSIs (Accenture, Deloitte, Capgemini, Infosys, Wipro)
• Demonstrated ability to launch and scale partnerships that generate material revenue
• Strong track record of driving co-sell and account-based execution with enterprise sellers and partner teams
• Familiarity with enterprise AI adoption cycles and cloud-native infrastructure
• Clear communicator with executive presence and ability to influence cross-functionally
• Highly organized, proactive, and comfortable working in fast-moving, early-stage environments

Nice To Haves

• Experience working at an AI infrastructure company, hyperscaler, or ISV

Responsibilities

• Design and own the Nebius GSI partner framework, including segmentation, prioritization, and engagement model
• Build and grow executive and field-level relationships across each GSI organization (sales, delivery, industry, and solutions teams)
• Develop joint business plans that include solution development, co-selling motions, enablement, and joint marketing
• Frame each GSI relationship with the right commercial structure (sell-with, sell-through, resale, co-sell) and governance cadence
• Establish cross-functional working teams to ensure momentum from both sides
• Identify and map joint enterprise accounts with each GSI; own the co-sell motion end-to-end
• Partner with the Nebius sales and marketing team to execute targeted field campaigns and opportunity pursuit
• Enable GSI field teams to position Nebius in AI and infrastructure-led transformation deals
• Launch enablement initiatives including technical deep dives, training sessions, certifications, and sales playbooks
• Create solution accelerators that can be reused across verticals and customers
• Track GSI-influenced pipeline, drive forecast accuracy, and ensure accountability to revenue goals
• Support deal structuring and partner coordination on strategic customer opportunities
• Partner with Nebius marketing to launch joint campaigns with GSIs including events, digital content, and thought leadership
• Develop GSI-specific messaging, case studies, and reference collateral
• Represent Nebius at GSI summits, advisory forums, and customer showcases
• Ensure Nebius is positioned as a strategic AI infrastructure provider in each partner’s GTM playbooks

Benefits

• Health Insurance: 100% company-paid medical, dental, and vision coverage for employees and families.
• 401(k) Plan: Up to 4% company match with immediate vesting.
• Parental Leave: 20 weeks paid for primary caregivers, 12 weeks for secondary caregivers.
• Remote Work Reimbursement: Up to $85/month for mobile and internet.
• Disability & Life Insurance: Company-paid short-term, long-term, and life insurance coverage.
• Competitive salary and comprehensive benefits package.
• Opportunities for professional growth within Nebius.
• Flexible working arrangements.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed
• Number of Employees: 1,001-5,000 employees