Senior Director, Global Systems Integrator (GSI) Partnerships at Nebius

United StatesFull-timeZ GSI & SIPosted 3 months ago

About the Role

<div class="content-intro">About Nebius: Nebius is leading a new era in cloud infrastructure for the global AI economy. We are building a full-stack AI cloud platform that supports developers and enterprises from data and model training through to production deployment, without the cost and complexity of building large in-house AI/ML infrastructure. Built by engineers, for engineers. From large-scale GPU orchestration to inference optimization, we own the hard problems across compute, storage, networking and applied AI. Listed on Nasdaq (NBIS) and headquartered in Amsterdam, we have a global footprint with R&D hubs across Europe, the UK, North America and Israel. Our team of 1,500+ includes hundreds of engineers with deep expertise across hardware, software and AI R&D.</div>The Role  Nebius is hiring a Senior Director of GSI and Regional SI Partnerships to build and scale our global systems integrator program from the ground up. This is an infrastructure-first alliances role: we are looking for a leader who deeply understands AI cloud, inference, and high-performance computing (HPC) infrastructure, and who has a proven track record of turning that infrastructure into services-led, repeatable solutions that partners sell and deliver to enterprise clients worldwide.  The strategy is deliberately two-fold. On one side are the marquee, long-tail global systems integrators — the strategic, higher-effort relationships that compound into durable, large-scale revenue over time. On the other are the fast-moving, AI-native systems integrators and emerging AI consultancies — the short-tail, quicker-to-win partners who can source and land opportunities far faster than the traditional GSIs. We need a leader who can build and balance both motions, and who already has the relationships and instincts to activate the AI-native ecosystem quickly.  You will own the strategy, architecture, and execution of Nebius's GSI motion globally, while building the regional structure to activate partners across AMER, EMEA, and APJ. You will combine partner strategy, solution and offering development, and hands-on execution, working shoulder-to-shoulder with sales, solution engineering, product, and marketing. This is a builder's role for someone who has operated in fast-moving, high-growth environments and can create frameworks, offerings, and playbooks where none exist. Travel is expected for executive meetings, QBRs, and key industry or partner events.  What You'll Do  <ul> <li data-leveltext="•" data-font="" data-listid="2" data-list-defn-props="{"335551500":2046559,"335552541":1,"335559685":360,"335559991":200,"469769242":[8226],"469777803":"left","469777804":"•","469777815":"hybridMultilevel"}" data-aria-posinset="1" data-aria-level="1">Build the global GSI program and team. Design and own the end-to-end partner framework — segmentation, prioritization, tiering, and engagement model — spanning both marquee global systems integrators and AI-native SIs and stand up the regional operating model to execute it consistently across priority markets. </li> </ul> <ul> <li data-leveltext="•" data-font="" data-listid="2" data-list-defn-props="{"335551500":2046559,"335552541":1,"335559685":360,"335559991":200,"469769242":[8226],"469777803":"left","469777804":"•","469777815":"hybridMultilevel"}" data-aria-posinset="2" data-aria-level="1">Activate the AI-native SI ecosystem for speed. Identify, recruit, and mobilize fast-moving, AI-native systems integrators and emerging AI consultancies as a short-tail motion that sources and lands opportunities quickly — a deliberate complement to the longer-cycle strategic GSIs. </li> </ul> <ul> <li data-leveltext="•" data-font="" data-listid="2" data-list-defn-props="{"335551500":2046559,"335552541":1,"335559685":360,"335559991":200,"469769242":[8226],"469777803":"left","469777804":"•","469777815":"hybridMultilevel"}" data-aria-posinset="3" data-aria-level="1">Fit Nebius into partner services — and build new ones. Map how the Nebius platform plugs into each partner's existing service portfolio, and co-build the reference architectures, accelerators, and repeatable offerings that turn it into revenue they can package, sell, and deliver at scale. </li> </ul> <ul> <li data-leveltext="•" data-font="" data-listid="2" data-list-defn-props="{"335551500":2046559,"335552541":1,"335559685":360,"335559991":200,"469769242":[8226],"469777803":"left","469777804":"•","469777815":"hybridMultilevel"}" data-aria-posinset="4" data-aria-level="1">Develop senior and field relationships. Build durable relationships across GSI sales, cloud/infrastructure, HPC, AI/ML, and industry practices — from practice leads and architects to executive sponsors. </li> </ul> <ul> <li data-leveltext="•" data-font="" data-listid="2" data-list-defn-props="{"335551500":2046559,"335552541":1,"335559685":360,"335559991":200,"469769242":[8226],"469777803":"left","469777804":"•","469777815":"hybridMultilevel"}" data-aria-posinset="5" data-aria-level="1">Define commercial models. Establish sell-with, resale, co-sell, and managed-service models with the governance, economics, and incentives that make each partnership commercially successful for both sides. </li> </ul> <ul> <li data-leveltext="•" data-font="" data-listid="2" data-list-defn-props="{"335551500":2046559,"335552541":1,"335559685":360,"335559991":200,"469769242":[8226],"469777803":"left","469777804":"•","469777815":"hybridMultilevel"}" data-aria-posinset="6" data-aria-level="1">Drive joint pipeline and revenue. Map target accounts, run co-sell motions, and secure Nebius inclusion in GSI pursuits to generate material, repeatable, GSI-influenced revenue and consumption. </li> </ul> <ul> <li data-leveltext="•" data-font="" data-listid="2" data-list-defn-props="{"335551500":2046559,"335552541":1,"335559685":360,"335559991":200,"469769242":[8226],"469777803":"left","469777804":"•","469777815":"hybridMultilevel"}" data-aria-posinset="7" data-aria-level="1">Enable partner technical and sales teams. Build the enablement, certification, and deployment blueprints that make GSI teams self-sufficient on the Nebius platform. </li> </ul> <ul> <li data-leveltext="•" data-font="" data-listid="2" data-list-defn-props="{"335551500":2046559,"335552541":1,"335559685":360,"335559991":200,"469769242":[8226],"469777803":"left","469777804":"•","469777815":"hybridMultilevel"}" data-aria-posinset="8" data-aria-level="1">Launch joint go-to-market. Partner with marketing on campaigns, events, and thought leadership focused on AI infrastructure and AI cloud. </li> </ul> <ul> <li data-leveltext="•" data-font="" data-listid="2" data-list-defn-props="{"335551500":2046559,"335552541":1,"335559685":360,"335559991":200,"469769242":[8226],"469777803":"left","469777804":"•","469777815":"hybridMultilevel"}" data-aria-posinset="9" data-aria-level="1">Own the numbers. Track and report GSI-influenced pipeline, revenue, and consumption, holding internal and partner stakeholders accountable to shared goals. </li> </ul> What You Bring  <ul> <li data-leveltext="•" data-font="" data-listid="2" data-list-defn-props="{"335551500":2046559,"335552541":1,"335559685":360,"335559991":200,"469769242":[8226],"469777803":"left","469777804":"•","469777815":"hybridMultilevel"}" data-aria-posinset="10" data-aria-level="1">AI-, infrastructure-, and technology-savvy. Deep, credible fluency across AI cloud and GPU infrastructure, IaaS/PaaS, Kubernetes, and modern AI/ML workloads — enough to earn the trust of partner architects and practice leads, see how Nebius fits into a partner's existing services, and help them build new services around it. </li> </ul> <ul> <li data-leveltext="•" data-font="" data-listid="2" data-list-defn-props="{"335551500":2046559,"335552541":1,"335559685":360,"335559991":200,"469769242":[8226],"469777803":"left","469777804":"•","469777815":"hybridMultilevel"}" data-aria-posinset="11" data-aria-level="1">A track record building services and solutions with SIs. You've built offerings, practices, and reference solutions around an infrastructure or platform product with systems integrators — not just managed a relationship, but created what partners take to market. </li> </ul> <ul> <li data-leveltext="•" data-font="" data-listid="2" data-list-defn-props="{"335551500":2046559,"335552541":1,"335559685":360,"335559991":200,"469769242":[8226],"469777803":"left","469777804":"•","469777815":"hybridMultilevel"}" data-aria-posinset="12" data-aria-level="1">A dual network across GSIs and AI-native SIs. You bring existing relationships with both the large strategic GSIs and the emerging, AI-native systems integrators and AI consultancies, and you understand how to work each — landing quick wins through the AI-native ecosystem while building the longer-term strategic partnerships in parallel. </li> </ul> <ul> <li data-leveltext="•" data-font="" data-listid="2" data-list-defn-props="{"335551500":2046559,"335552541":1,"335559685":360,"335559991":200,"469769242":[8226],"469777803":"left","469777804":"•","469777815":"hybridMultilevel"}" data-aria-posinset="13" data-aria-level="1">Global programs and regional build. Experience running global GSI or alliance programs and standing up the regional structures to execute across multiple geographies, accounting for local partner dynamics, delivery models, and incentives. </li> </ul> <ul> <li data-leveltext="•" data-font="" data-listid="2" data-list-defn-props="{"335551500":2046559,"335552541":1,"335559685":360,"335559991":200,"469769242":[8226],"469777803":"left","469777804":"•","469777815":"hybridMultilevel"}" data-aria-posinset="14" data-aria-level="1">A builder's mindset. You have created frameworks, offerings, and playbooks from scratch and thrive in early-stage, high-growth environments. Startup or 0-to-1 experience is a strong plus. </li> </ul> <ul> <li data-leveltext="•" data-font="" data-listid="2" data-list-defn-props="{"335551500":2046559,"335552541":1,"335559685":360,"335559991":200,"469769242":[8226],"469777803":"left","469777804":"•","469777815":"hybridMultilevel"}" data-aria-posinset="15" data-aria-level="1">Product savvy. You understand how infrastructure products are built and positioned, and you can work closely with product teams to shape roadmap and packaging for partner-led motions. </li> </ul> <ul> <li data-leveltext="•" data-font="" data-listid="2" data-list-defn-props="{"335551500":2046559,"335552541":1,"335559685":360,"335559991":200,"469769242":[8226],"469777803":"left","469777804":"•","469777815":"hybridMultilevel"}" data-aria-posinset="16" data-aria-level="1">Commercial savvy. You can design commercial models, negotiate, and build the economics of partnerships that scale into meaningful, repeatable revenue. </li> </ul> <ul> <li data-leveltext="•" data-font="" data-listid="2" data-list-defn-props="{"335551500":2046559,"335552541":1,"335559685":360,"335559991":200,"469769242":[8226],"469777803":"left","469777804":"•","469777815":"hybridMultilevel"}" data-aria-posinset="17" data-aria-level="1">Experience. 10+ years in cloud/infrastructure partner management, GSI alliances, or consulting-led enterprise GTM, including senior program leadership. Time at a hyperscaler, GPU/AI cloud, HPC or infrastructure provider, or cloud-native ISV working closely with GSIs is highly valued. </li> </ul> <ul> <li data-leveltext="•" data-font="" data-listid="2" data-list-defn-props="{"335551500":2046559,"335552541":1,"335559685":360,"335559991":200,"469769242":[8226],"469777803":"left","469777804":"•","469777815":"hybridMultilevel"}" data-aria-posinset="18" data-aria-level="1">Deep SI knowledge. You understand how systems integrators build and run cloud, data, and AI practices — their sales cycles, delivery models, and incentive structures. </li> </ul> Why Nebius  <ul> <li data-leveltext="•" data-font="" data-listid="2" data-list-defn-props="{"335551500":2046559,"335552541":1,"335559685":360,"335559991":200,"469769242":[8226],"469777803":"left","469777804":"•","469777815":"hybridMultilevel"}" data-aria-posinset="19" data-aria-level="1">Be the founding global GSI leader for a high-growth, Nasdaq-listed AI infrastructure company. </li> </ul> <ul> <li data-leveltext="•" data-font="" data-listid="2" data-list-defn-props="{"335551500":2046559,"335552541":1,"335559685":360,"335559991":200,"469769242":[8226],"469777803":"left","469777804":"•","469777815":"hybridMultilevel"}" data-aria-posinset="20" data-aria-level="1">Direct access to advanced AI builders and enterprise buyers through joint Nebius–GSI engagements. </li> </ul> <ul> <li data-leveltext="•" data-font="" data-listid="2" data-list-defn-props="{"335551500":2046559,"335552541":1,"335559685":360,"335559991":200,"469769242":[8226],"469777803":"left","469777804":"•","469777815":"hybridMultilevel"}" data-aria-posinset="21" data-aria-level="1">High visibility, executive sponsorship, and the autonomy to design and execute a global GSI program with significant impact on Nebius's growth. </li> </ul>   Compensation We offer competitive salaries, ranging from 325k - 400k OTE based on your experience.   Key employee benefits in the US: <ul> <li data-renderer-start-pos="614">Health insurance: 100% company-paid medical, dental, and vision coverage for employees and families.</li> <li data-renderer-start-pos="718">401(k) plan: Up to 4% company match with immediate vesting.</li> <li data-renderer-start-pos="781">Parental leave: 20 weeks paid for primary caregivers, 12 weeks for secondary caregivers.</li> <li data-renderer-start-pos="873">Remote work reimbursement: Up to $85/month for mobile and internet.</li> <li data-renderer-start-pos="944">Disability & life insurance: Company-paid short-term, long-term and life insurance coverage.</li> </ul><div class="content-pay-transparency"><div class="pay-input"><div class="description">Pay Transparency We offer competitive compensation and benefits packages. Actual compensation will be determined based on job-related factors, including experience, skills, qualifications, the level at which the candidate is hired, and geographic location, consistent with applicable law.</div><div class="title">Base Compensation Range</div><div class="pay-range">$189,000—$236,000 USD</div></div></div><div class="content-conclusion">Benefits & Perks: <ul> <li>Competitive compensation</li> <li>Career growth and learning opportunities</li> <li>Flexibility and ownership</li> <li>Collaborative and innovative culture</li> <li>Opportunity to work on impactful AI projects</li> <li>International environment and talented teams</li> </ul> What's it like to work at Nebius: Fast moving - Bold thinking - Constant growth - Meaningful impact - Trust and real ownership - Opportunity to shape the future of AI  Equal Opportunity Statement: Nebius is an equal opportunity employer. We are committed to fostering an inclusive and diverse workplace and to providing equal employment opportunities in all aspects of employment. We do not discriminate on the basis of race, color, religion, sex (including pregnancy), national origin, ancestry, age, disability, genetic information, marital status, veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by applicable law. Applicants must be authorized to work in the country in which they apply and will be required to provide proof of employment eligibility as a condition of hire.  If you need accommodations during the application process, please let us know.</div>

About the Role

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