Industry Partnership Lead, SMBs

📋 Description

• • Nebius is at the forefront of a new era in cloud computing, specifically designed to power the global AI economy. We are dedicated to creating innovative tools and resources that enable our customers to tackle complex real-world challenges and drive industry transformation, all without the burden of massive infrastructure costs or the necessity of building extensive in-house AI/ML teams. Our team operates at the cutting edge of AI cloud infrastructure, collaborating with some of the most experienced and forward-thinking leaders and engineers in the field.
• • Headquartered in Amsterdam and publicly listed on Nasdaq, Nebius boasts a significant global presence, with R&D hubs strategically located across Europe, North America, and Israel. Our diverse team of over 1400 employees includes more than 400 highly skilled engineers who possess deep expertise in both hardware and software engineering, complemented by a dedicated in-house AI R&D team.
• • As Nebius continues to expand its influence within the global AI startup ecosystem, we are seeking a dynamic and strategic Industry Partnerships Lead. This pivotal role is responsible for cultivating and nurturing strategic relationships with leading technology companies, enterprises, and key industry platforms.
• • The core focus of this position is to develop and execute partnership strategies that accelerate the adoption of Nebius's advanced infrastructure. This will be achieved through close collaboration with leading AI-native companies, digital-native businesses, and enterprises that align with our ideal customer profile (ICP) for startups. The ultimate goal is to create sustained, long-term ecosystem value through synergistic go-to-market initiatives and collaborative industry efforts.
• • You will be an integral part of a cross-functional team, working closely with our venture partnerships, community, sales, marketing, channel, and Business Development Representative (BDR) teams. Your mandate will be to identify high-impact partnership opportunities and construct scalable, effective partnership programs that drive mutual success.
• • This role offers the flexibility to work in a hybrid model from our London office or remotely from Paris, providing a blend of in-person collaboration and remote work advantages.
• • Your key responsibilities will encompass:
• • Developing Strategic Industry Partnerships:
• • Proactively identify and cultivate robust relationships with leading AI-native startups, digital-native companies, enterprises, and other critical ecosystem partners across our priority industries, focusing on those that share our startup ICP.
• • Establish Nebius as an indispensable and strategic infrastructure partner within rapidly evolving and emerging AI ecosystems, fostering deep integration and mutual growth.
• • Driving Joint Go-to-Market Initiatives:
• • Conceptualize and execute impactful partnership initiatives, including the development of joint programs, collaborative campaigns, strategic ecosystem collaborations, and participation in key industry events.
• • Collaborate closely with internal sales and marketing teams to effectively translate partnership engagements into tangible, qualified opportunities and a robust sales pipeline.
• • Building Industry-Focused Ecosystem Programs:
• • Design and implement innovative programs that foster meaningful connections between industry leaders, founders, startups, and researchers who are actively building on the Nebius platform.
• • Provide dedicated support for vertical initiatives across key sectors such as Robotics & Physical AI, Health, Life Sciences & Healthcare (HCLS), Media & Entertainment, Retail, Gaming, and other high-potential industries.
• • Enabling Cross-Functional Collaboration:
• • Foster close collaboration with sales, marketing, channel partners, BDRs, and Customer Success (CSA) teams to ensure seamless alignment on partnership opportunities, customer needs, and strategic objectives.
• • Establish clear, effective frameworks and playbooks for partner engagement and internal collaboration to streamline workflows and maximize efficiency.
• • Operationalizing Partnership Workflows:
• • Diligently track partner engagement, measure pipeline contribution, and analyze program outcomes using CRM systems and established internal processes.
• • Continuously refine and adapt the partnership strategy based on emerging ecosystem insights, market developments, and performance data to ensure ongoing relevance and effectiveness.
• • Pipeline Generation:
• • Develop and implement systematic programs and engagement models with industry partners designed to accelerate startup customer adoption and conversion rates.
• • Identify and activate shared ICP opportunities between Nebius and its industry partners to generate a consistent flow of qualified startup pipeline.
• • Design and launch joint initiatives, such as partner-led programs, co-hosted events, broader ecosystem initiatives, or specialized sector-focused programs, specifically aimed at driving founder and researcher engagement.