Sr. Channel Account Executive

Why work at Nebius

Nebius is leading a new era in cloud computing to serve the global AI economy. We create the tools and resources our customers need to solve real-world challenges and transform industries, without massive infrastructure costs or the need to build large in-house AI/ML teams. Our employees work at the cutting edge of AI cloud infrastructure alongside some of the most experienced and innovative leaders and engineers in the field.

Where we work

Headquartered in Amsterdam and listed on Nasdaq, Nebius has a global footprint with R&D hubs across Europe, North America, and Israel. The team of over 500 employees includes more than 400 highly skilled engineers with deep expertise across hardware and software engineering, as well as an in-house AI R&D team.

About the Role:

As a Senior Channel Account Executive at Nebius, you will be a key driver of our channel strategy, managing and growing strategic partnerships to expand our reach and impact. This role is highly collaborative, partnering closely with a Junior Partner Account Executive to balance the operational and strategic aspects of channel account management. Your primary focus will be developing deep relationships with a select group of 5–10 partners at any given time, including both existing customers and net-new accounts, to deliver exceptional value and drive revenue growth.

You’re welcome to work remotely from the San Francisco Bay Area

Your responsibilities will include:

• Strategic partnership development: Cultivate and manage relationships with high-value channel partners, positioning Nebius’ GPU IaaS solutions as essential to their success.
• Account growth: Drive partner revenue growth by identifying and pursuing upsell and cross-sell opportunities while aligning Nebius’ solutions with partner needs.
• Technical leadership: Act as a technical advisor for partners, leveraging a strong understanding of Nebius’ GPU infrastructure offerings to guide partner adoption and utilization.
• Collaborative teamwork: Work closely with the Junior Partner Account Executive, who will focus on deal sourcing, partner onboarding and operational support, to maximize partner engagement and efficiency.
• Focused account management: Prioritize a portfolio of 5–10 channel partners, ensuring high-impact engagement and effective resource allocation.
• Channel enablement: Provide partners with the tools, training, and resources they need to successfully position Nebius’ solutions to their customers.
• Performance tracking: Analyze and report on key performance metrics, including partner satisfaction, revenue contribution and account growth, to inform strategic decisions.
• Travel: Domestic 25–50%, international 5–10%. Bi-weekly to monthly trips, depending on the size of the territory and partner network.

We expect you to have:

• Proven experience in channel sales, account management, or partnerships within a technical environment, ideally in IaaS, cloud or AI/ML solutions.
• Deep understanding of GPU-based infrastructure and its role in AI and ML workloads.
• Strong technical acumen with the ability to translate complex solutions into partner value propositions.
• Demonstrated success in managing and growing high-value partner accounts with a strategic mindset.
• Excellent interpersonal, communication and relationship-building skills.
• A data-driven approach to decision-making and performance management.
• Ability to thrive in a fast-paced, startup environment with a proactive and entrepreneurial mindset.

It will be an added bonus if you have:

• Experience onboarding and developing partnerships in the cloud or AI infrastructure space.
• Familiarity with AI/ML workloads and the GPU ecosystem.
• Knowledge of CRM tools like Salesforce or HubSpot for tracking and reporting.

Key Employee 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.

Compensation
We offer competitive salaries, ranging from 125k – 175k base, 60/40 Split + quarterly bonuses and equity based on your experience

Join Nebius today!

What we offer 

• Competitive salary and comprehensive benefits package.