GSI Director

The role

We're looking for a GSI Partner Lead 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.

Your responsibilities will include: 

Partner Strategy & Relationship Development

• 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

Sales Execution & Account Mapping

• 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

GTM & Marketing Activation

• 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

We expect you to have:

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

Why This Role at Nebius?

• You’ll be the founding GSI partner lead at one of the most ambitious infrastructure companies in the AI era
• You'll have executive support and autonomy to build the program your way with speed
• You'll work directly with some of the most important AI and cloud buyers through Nebius-GSI joint opportunities
• You’ll help define the blueprint for how enterprise AI is delivered in partnership with the world’s top services firms

Key Employee 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.

Compensation

We offer competitive salaries, ranging from 250k - 300k OTE + equity based on your experience.