Channel Partner Manager

Overview

Channel Partner Mange

• r to lead engagement and growth with our most strategic partners in the Systems Integrator (SI), Managed Service Provider (MSP) and Value-Added Reseller (VAR) segments.
• This senior-level role will work hand-in-hand with the Head of Channel and Head of the Region to develop and execute strategies that position Nebius as the partner of choice for these key segments.
• The ideal candidate will bring extensive experience managing and scaling relationships with SIs, MSPs, and VARs, a strategic mindset and the ability to drive impactful partner enablement programs.
• This is a high-impact role, offering the opportunity to shape Nebius partner ecosystem and contribute to the company s long-term growth.
• span> span>Your responsibilities will include:/span> /span> /strong> /p>
• Strategic partner engagement: Build and deepen relationships with top SIs, MSPs and VARs, ensuring alignment with Nebius strategic goals and objectives.
• Partner enablement: Design, develop and execute partner enablement programs that equip partners to successfully position and sell Nebius GPU IaaS solutions.
• Collaboration with leadership: Work closely with Head of Channel and Head of the Region to align on strategic priorities, partner initiatives and business growth opportunities.
• Contract negotiation and execution: Partner with team members to negotiate agreements, finalize contracts and ensure smooth implementation of sales enablement initiatives.
• Business development: Identify new partnership opportunities within the SI, MSP and VAR segments, driving incremental revenue growth.
• Sales alignment: Collaborate with sales teams to ensure seamless integration of partner activities into the broader sales strategy, tracking progress against key metrics.
• Performance analysis: Monitor and analyze partner performance, providing actionable insights to refine programs and maximize impact.
• Travel: within MEA: up to 25%, outside MEA: 5-10%. Weekly to monthly, with more frequent travel if the role supports a large geographic region or high-touch partners.
• span>We expect you to have:/span> /strong> /p>
• A minimum of 7-10 years of channel management experience, with a proven track record of working with enterprise-level partners in the SI, MSP, and VAR sectors. Experience working with enterprise customers to scale and drive adoption of cloud-based solutions is essential.
• Strong, existing relationships with key SIs, ISVs, and MSPs who have a track record of serving enterprise customers. You should be able to leverage this network to accelerate the growth of Nebius' partner ecosystem.
• Strong technical knowledge of cloud-based solutions, with experience enabling partners to sell complex products (preferably GPU IaaS or similar cloud infrastructure solutions) to enterprise customers.
• Demonstrated experience in working with enterprise sales teams and marketing functions to co-create sales strategies, develop marketing materials, and execute joint initiatives that resonate with large-scale enterprise customers.
• Ability to develop high-level strategic plans for enterprise channel growth while also diving into the tactical aspects of partner enablement, contract negotiations, and performance tracking.
• Experience selling, enabling, and supporting enterprise solutions, particularly in cloud, IaaS, and GPU-based offerings. Comfort in understanding and articulating the technical value of solutions to both technical and business stakeholders within enterprise accounts.
• Demonstrated success in driving revenue growth and scaling partner ecosystems in an enterprise context.
• Ability to present Nebius effectively on presentations, with senior leadership, technical teams, and enterprise partners, ensuring clear and actionable messaging around Nebius offerings.