Director, Partner Field Sales (Global)

Why work at Nebius 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 RD hubs across Europe, North America, and Israel. The team of over 1400 employees includes more than 400 highly skilled engineers with deep expertise across hardware and software engineering, as well as an in-house AI RD team. The role Nebius is looking for a Director, Partner Field Sales (Global) to build and lead our partner sales overlay function - responsible for converting partnerships into qualified pipeline and closed revenue alongside the direct sales organization. This is a player-coach, revenue-carrying role. You will own the conversion of partner-sourced and partner-influenced pipeline into revenue, leading co-sell execution with Sales while building the foundation for a scalable global team across the US, EMEA, and APJ . You will sit at the intersection of Partnerships and Sales , ensuring our ecosystem of partners drives revenue in the field. This is an opportunity to build Nebius ’ partner revenue engine from the ground up — turning a strong ecosystem into scalable, repeatable revenue . You're welcome to work remotely in the US. Your responsibilities will include: Own Build the Partner Field Sales Motion Design and implement the global partner → field operating model Define engagement across Partner Managers, Field Sales, and Partners Establish account mapping, opportunity routing, and co-sell frameworks Own partner-sourced and partner-influenced pipeline globally Drive Pipeline Co-Sell Execution (Player-Coach) Personally drive pipeline creation and deal acceleration across key accounts Lead joint account planning with Sales, and our partner ecosystem Build repeatable plays across: Partner-sourced opportunities Partner-influenced deals Eventually m arketplace and joint commercial models Align with Sales Activate the Ecosystem Partner with Sales leadership to embed partners into active deals Act as the bridge between Partnerships and Sales Drive field activation through joint GTM, events, and executive alignment Own Metrics Performance Define and track: Partner-sourced pipeline Partner-influenced revenue Co-sell conversion and deal velocity Build forecasting and reporting with Partner Operation s (Salesforce) Run weekly pipeline f orecasting calls and co-sell reviews Build and Scale the Team Start hands-on, then hire and lead regional Partner Field Sales leaders (US, EMEA, APJ) Establish a high-performance culture of ownership and execution What Success Looks Like Clear global partner to field motion adopted within 90 days Measurable growth in partner-driven pipeline within 2 quarters Repeatable co-sell plays across top partners Sales teams consistently engaging partners to win deals Regional team hired and ramping We expect you to have: 10-15+ years in enterprise SaaS, cloud, AI, or data platforms Background across partner sales / alliances and direct sales Proven track record of driving partner-sourced pipeline and revenue Experience building or scaling co-sell motions History of influencing or closing complex, partner-involved deals Domain Expertise: Deep experience with: GSIs / SIs Resellers / VARs / Distribution ISVs / T ech partners Strategic partners Familiarity with AI ecosystem (e.g., NVIDIA) strongly preferred Strong understanding of co-sell, marketplaces, and partner economics Builder mindset - comfortable creating structure from scratch Player-coach - ... (truncated, view full listing at source)