Partner Business Development Manager - ISV

Nebius • San Francisco, CA

2d • Remote

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.
As a 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 is a senior individual contributor role with material revenue accountability and end‑to‑end ownership of ISV partner strategy and execution.
You will be working remotely in the United States (San Fransico Bay Area preferred)

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.

Nice To Haves

• Experience working closely with Product and Engineering teams to influence partner‑facing roadmaps and integrations.
• Industry experience in Financial Services, Healthcare, Robotics, Retail, Automotive, or other data‑ and AI‑intensive sectors.

Responsibilities

• 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.

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.
• A dynamic and collaborative work environment that values initiative and innovation.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 1,001-5,000 employees