Channel Partner Manager, United States

The role

We are seeking a Channel Partner Manager to lead engagement and growth with our most strategic partners in the 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 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.

You are welcome to work remotely anywhere within the United States.

Your responsibilities will include:

• Strategic partner engagement: Build and deepen relationships with top 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 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 NA: up to 25%, outside NA: 5-10%. Weekly to monthly, with more frequent travel if the role supports a large geographic region or high-touch partners.

We expect you to have:

• A minimum of 7-10 years of channel management experience, with a proven track record of working with enterprise-level partners in the 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 partners 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.

Compensation

We offer competitive salaries, ranging from $239k-$300K OTE based on your experience.

Key employee benefits in the US:

• 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.