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Nebius · 1 day ago

Head of Partner Operations

United States

Full-time

Remote

Director/Executive

$280K/yr - $330K/yr

12+ years exp

Nebius is leading a new era in cloud computing to serve the global AI economy. They are seeking a Head of Partner Operations to build and scale the operational backbone of their global partner business, focusing on channel strategy and partner sales processes.

AI InfrastructureCloud InfrastructureGPUIaaSPaaS

Growth Opportunities

Responsibilities

Own end-to-end partner operations

Establish global standards and governance for deal registration, pricing, incentives, pipeline management, and partner experience

Scale operations to support complex enterprise, marketplace, and multi-route-to-market motions

Define and own partner KPIs tied to pipeline, revenue, sales velocity, and partner ROI

Deliver executive-ready reporting with real-time visibility into partner performance by segment, geography, and route to market

Drive improvements in partner-sourced and partner-influenced revenue, forecast accuracy, and deal efficiency

Lead annual and quarterly planning for Channel & Alliances, including coverage models, territory design, quotas, and compensation alignment

Partner with executive leadership to evolve channel strategy, co-sell models, and rules of engagement

Ensure operational readiness for new regions and solution areas

Own the partner systems roadmap, scaling PRMs, partner portals, analytics, and automation to support partners

Optimize tooling and processes to enable frictionless co-sell

Scale partner-sourced pipeline and revenue across GSIs, ISVs, MSPs, and cloud marketplaces

Operationalize new routes to market and strategic alliances

Qualification

Partner operationsSales operationsAnalytical skillsCRM expertiseSQLPartner operations toolsCommunication skillsSelf-starterTeam leadership

Required

12+ years of experience in partner operations, sales operations, partner sales/management, or programs within B2B SaaS

Experience operating in multi-type, multi-tier partner ecosystems (GSIs, ISVs, MSPs, Service Providers, Distributors, Technology Partners, Channel)

Proven success scaling partner programs in fast-growth SaaS or enterprise technology companies

Strong analytical and quantitative skills with a data-driven approach to KPIs, dashboards, and insights

Hands-on expertise with CRM and SQL for reporting, analytics, and process optimization

Excellent communication and influencing skills, with the ability to partner effectively at executive levels internally and externally

Proficiency with partner operations tools; experience with PRM systems

Self-starter with a track record of building scalable processes and thriving in dynamic environments

Bachelor's degree required

Preferred

Experience with top-tier software partner organizations or service providers is highly valued

MBA or advanced degree is a plus

Benefits

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.

Company

Nebius

The Nebius AI Cloud brings powerful full-stack infrastructure for AI developers and practitioners across startups, enterprises and science institutes to build and deploy generative AI applications and rapidly deliver scientific breakthroughs by training and running ML models within a secure, high-performance, and cost-optimized cloud environment.

Founded in 2022

Amsterdam, Noord-Holland, NLD

501-1000 employees