Full-Time Director, Channel Sales

We are seeking a Director, Channel Sales to lead engagement and growth with our most strategic partners in the Systems Integrator (SI), Managed Service Provider (MSP), and Value-Added Reseller (VAR) segments.

This senior-level role will work hand-in-hand with the hiring manager to develop and execute strategies that position Nebius as the partner of choice for these key segments.

• Strategic partner engagement: Build and deepen relationships with top SIs, 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 hiring manager 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 SI, 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: Domestic 25–50%, international 5–10%. Weekly to monthly, with more frequent travel if the role supports a large geographic region or high-touch partners.

Required Experience:

• Minimum 7-10 years of channel management experience, with a proven track record of working with enterprise-level partners.
• Experience working with enterprise customers to scale and drive adoption of cloud-based solutions.
• Strong relationships with key SIs, ISVs, and MSPs.
• Strong technical knowledge of cloud-based solutions, with experience enabling partners to sell complex products (preferably GPU IaaS).
• Experience working with enterprise sales teams and marketing functions.
• Ability to develop strategic plans for enterprise channel growth.
• Experience selling, enabling, and supporting enterprise solutions.
• Comfort understanding and articulating the technical value of solutions to technical and business stakeholders.
• Demonstrated success in driving revenue growth and scaling partner ecosystems.
• Ability to present Nebius effectively.

Compensation: Competitive salaries (150k – 185k base), 60/40 split + quarterly bonuses and equity.

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