The Role

We are looking for a Partner Manager, based in France, to build and own Nebius’ partner ecosystem with France as the primary market and the rest of Southern Europe as a secondary focus. This is a single senior owner for three connected motions: a new AI and ISV partner ecosystem built from the ground up, a channel of systems integrators, resellers and managed service providers that can sell Nebius GPU infrastructure into enterprise and public sector accounts at scale, and our strategic alliance with NVIDIA in market.

The same person who identifies and recruits a partner will also enable it, build the joint go-to-market and co-sell motion with it, and carry the revenue outcome. There is no inherited book of partners and this is not a program-operator role: you will decide which partners matter in France, recruit and close them, and work partner deals from qualification through to close against a channel revenue target — then extend the same motion into Iberia, Italy and neighbouring markets.

You will own the regional partner plan, while taking strategic direction from the global partner leadership team for NVIDIA, ISV and channel, so that what you build in France compounds with Nebius’ global partner programs rather than diverging from them. Locally you will work alongside the Head of Channel & Alliances and French sales leadership to shape the plan, then execute it hands-on.

Public sector and sovereign AI programs are a significant part of the French opportunity, alongside large enterprises and a fast-growing local AI-native ecosystem.

What you'll own

Three mandates, held at once, in France first. They share partners, pipeline and the same country plan, which is why they sit with one person rather than three.

MANDATE ONE

The AI and ISV partner ecosystem
•    Build the French ISV and AI-native partner ecosystem from the ground up — strategy, segmentation, onboarding models and long-term growth frameworks — then extend it across Southern Europe.
•    Identify, recruit and close high-impact AI and ISV partners that drive net-new customer acquisition and revenue growth.
•    Develop repeatable co-sell motions and embed partners into Nebius’ core sales plays and strategic opportunities.
•    Drive partner technical readiness and platform adoption through onboarding, enablement and joint solution development.
•    Act as an architect of the regional partner program — co-sell models, incentives and engagement frameworks — in line with the global ISV partner strategy.
•    Stay deeply connected to the AI ecosystem, surfacing emerging players, trends and high-leverage partnership opportunities.

MANDATE TWO

Channel: systems integrators, resellers and MSPs
•    Build and deepen relationships with France’s leading systems integrators, value-added resellers and managed service providers — the partners that carry AI infrastructure into large enterprise and public sector accounts.
•    Design and deliver enablement programs — technical, commercial and sales — so partners can confidently position and sell Nebius’ GPU IaaS solutions to their own customers.
•    Identify new channel opportunities that drive incremental revenue, and bring them to close.
•    Negotiate and finalize partner agreements, ensuring commercial terms, deal registration and incentive structures support sustained partner investment.

MANDATE THREE

NVIDIA and the strategic AI ecosystem
•    Own Nebius’ relationship with NVIDIA in France as the primary point of contact for alliance activity in market, working within the global NVIDIA alliance strategy and extending it to the wider Southern European markets you cover.
•    Build trusted relationships across NVIDIA’s sales, business development, partner and developer organizations to drive alignment and long-term collaboration.
•    Identify and run joint go-to-market initiatives — co-sell engagements, marketing campaigns, executive briefings and customer programs — across enterprise, digital-native, startup, research and public sector accounts.
•    Develop the country engagement model for France first, then adapt it as Nebius scales into Iberia, Italy and neighbouring markets.
•    Negotiate partnership initiatives, coordinate enablement activity and see agreed business plans through to execution.

ACROSS ALL THREE

Execution, pipeline and cross-functional work
•    Own the regional partner plan — France first, then the wider Southern European markets — while taking strategic direction from the global partner leadership team for NVIDIA, ISV and channel.
•    Carry a channel revenue target, and own partner-sourced and partner-influenced pipeline with a clear bias toward net-new accounts and expansion.
•    Work partner-led opportunities from qualification through to close alongside the direct sales team, rather than handing them over at the introduction.
•    Run joint business planning, pipeline generation, forecasting and performance management on a consistent cadence.
•    Work with Sales, Marketing, Solutions Architecture, Product, Engineering and Legal so that partner activity lands in the field rather than stalling at the agreement.
•    Track alliance and channel performance, and report regularly to both regional and global partner leadership with insight and recommendations.
•    Represent Nebius at industry events, NVIDIA conferences, ecosystem forums and executive briefings, primarily in France.
•    Be the voice of the partner internally, and of Nebius externally, to both technical and business audiences.

What we're looking for

• Deep, current knowledge of the French partner ecosystem, with existing active relationships across systems integrators, ISVs and value-added resellers that you can use to accelerate from day one. This is the single most important requirement of the role.
• Based in France, and fluent in French and English, written and spoken — you will represent Nebius credibly with partners, NVIDIA counterparts and internal stakeholders in either language.
• 8+ years in strategic alliances, channel management, partnerships or indirect sales within B2B technology — cloud, AI or enterprise infrastructure — spanning both channel development (partner recruitment, onboarding, enablement) and channel sales (co-selling, pipeline generation, revenue delivery).
• A track record of building partner ecosystems from early stages, not only managing relationships you were handed.
• Depth in at least two of the three motions in this role: an ISV or AI software ecosystem, channel (SI, VAR or MSP), and a strategic technology alliance (NVIDIA or another GPU/AI infrastructure vendor or hyperscaler). We will back you to build the third.
• Demonstrated ability to source, negotiate and close partnerships that produced measurable pipeline and revenue.
• Proven co-sell and joint go-to-market execution alongside enterprise sales organizations.
• A strong grasp of the AI infrastructure landscape — GPUs, accelerated computing, cloud infrastructure, models, data pipelines and tooling — and of consumption-based cloud business models.
• Technical fluency: you can hold an architecture conversation, validate a use case and articulate technical value to technical and business stakeholders alike.
• Executive presence and stakeholder management in complex, multi-stakeholder, multinational environments.
• A builder’s mindset: comfortable with ambiguity, creating structure from scratch, and moving between strategic planning and hands-on execution.
• Willingness to travel regularly across France, and periodically elsewhere in Southern Europe.

Nice to have

• Existing relationships inside NVIDIA’s EMEA organization.
• Experience selling, or enabling partners to sell, into French public sector, sovereign AI or regulated accounts.
• Italian, Spanish or Portuguese in addition to French and English, for the secondary markets.
• Existing relationships with partners in Iberia or Italy.
• Experience working closely with Product and Engineering to influence partner integrations and roadmap.
• Background in AI-intensive industries such as financial services, healthcare, robotics, retail or automotive.
• Experience standing up a partner program in a high-growth or newly public company.

Why this role is different

• You are building the ecosystem, not inheriting one.
• One owner for three motions — ISV, channel and alliance — rather than a narrow lane inside a large partner org, with the global partner leadership team behind you.
• Direct ownership of partner-driven revenue in France, a market Nebius is actively opening.
• High autonomy and visibility across the business, and a real say in how modern AI partnerships are defined and executed at Nebius. #LI-GH1