Manager, Partner GTM Planning and Analytics

Details

Nebius is building a full-stack AI cloud platform for developers and enterprises, supporting workloads from data and model training through production deployment. The company is headquartered in Amsterdam and has R&D hubs across Europe, the UK, North America, and Israel.

The Partner Operations team is responsible for building the operational backbone of Nebius's global partner ecosystem. This role serves as the global partner data, planning, and insights lead, developing reports, business models, dashboards, AI-enabled workflows, and operating insights to support partner GTM execution across hyperscalers, resellers, referral partners, ISVs, GSIs, distributors, channels, and marketplaces.

Responsibilities

Partner GTM Planning and Business Analysis

• Analyze partner routes to market, GTM plays, joint account planning, partner territories, coverage models, and marketplace initiatives.
• Build business models for partner contribution targets, partner-sourced and partner-influenced pipeline, co-sell motions, partner attach, and regional coverage.
• Support annual and quarterly partner planning, capacity modeling, coverage planning, partner targets, and business case development.
• Provide analysis and recommendations on investments across hyperscalers, ISVs, GSIs/SIs, resellers, strategic alliances, and marketplace partners.

Partner Analytics, Reporting, and Insights

• Own global partner reporting, dashboards, and data analysis across partner motions and routes to market.
• Ensure reporting across partner journey stages, including partner activation, marketplace readiness, and revenue contribution.
• Support analysis of partner accreditation, programs, deal registration, and demand generation.
• Build recurring reports for pipeline reviews, QBRs, leadership updates, program performance, and partner operating cadences.
• Conduct ad hoc analysis of partner performance, GTM effectiveness, pipeline quality, coverage gaps, program health, and marketplace opportunities.
• Translate complex data into clear insights, recommendations, and executive-ready narratives.

Partner Programs, Incentives, and Business Modeling

• Model partner tiers, incentive eligibility, MDF impact, partner benefits, program performance, and partner investment ROI.
• Support partner team compensation, MBO analysis, and performance tracking with Revenue Operations, Finance, and leadership.
• Evaluate program effectiveness and identify opportunities to improve partner engagement, activation, effectiveness, and revenue impact.

AI Workflows and Operational Automation

• Design and maintain AI-enabled workflows for reporting, analysis, planning, and Partner Operations productivity.
• Build AI-assisted workflows for pipeline summaries, business reviews, executive updates, deal review summaries, partner scoring, and account planning insights.
• Identify reporting, analysis, and coordination processes that can be automated using AI tools, agents, BI automation, or workflow automation.
• Partner with Revenue Operations to operationalize AI workflows across PRM, CRM, BI tools, Slack, and other business systems.

Data Stewardship and Cross-Functional Support

• Serve as the primary global partner data and analytics resource for Partner Operations.
• Improve partner data quality, attribution logic, reporting consistency, and data governance.
• Gather inputs from Partner Marketing, Revenue Enablement, Revenue Operations, Sales, Finance, Marketplace, and partner leadership.
• Define and document business requirements for dashboards, reports, partner KPIs, AI workflows, and partner data needs.

Requirements

• Five or more years of experience in Partner Operations, Channel Operations, Partner Sales Operations, Revenue Operations, Sales Operations, GTM Analytics, or a similar role in B2B technology.
• Experience working with partner ecosystems, including hyperscalers, cloud marketplaces, ISVs, GSIs/SIs, resellers, co-sell partners, or strategic alliances.
• Strong analytical and business modeling skills involving dashboards, pipeline models, coverage models, incentive models, compensation or MBO analysis, forecast support, and executive reporting.
• Experience with partner metrics such as partner-sourced pipeline, partner-influenced pipeline, co-sell pipeline, deal registration, partner activation, partner tiering, marketplace pipeline, and partner revenue contribution.
• Strong business intelligence and reporting experience using SQL, Tableau, Looker, Power BI, Datalens, Salesforce reporting, or equivalent platforms.
• Strong Salesforce and CRM fluency, including opportunity data, account hierarchy, partner attribution, pipeline stages, forecast categories, and GTM reporting.
• Hands-on experience using AI tools, agentic workflows, or workflow automation to improve reporting, analysis, stakeholder updates, planning, or operating cadence.
• Ability to translate ambiguous business questions into structured analysis, clear recommendations, dashboards, and executive-ready summaries.
• Strong stakeholder management skills across Partner Operations, Partnerships, Sales, Revenue Operations, Finance, Partner Marketing, Revenue Enablement, and leadership.
• Builder mindset with the ability to operate in ambiguity, create scalable processes from scratch, and structure fast-moving business priorities.

Preferred Qualifications

• Experience in cloud, AI infrastructure, neocloud, hyperscaler, SaaS, or enterprise technology.
• Experience with AWS Marketplace, Microsoft Azure Marketplace, Google Cloud Marketplace, NVIDIA partner motions, or cloud co-sell programs.
• Experience with account mapping, partner overlap analysis, ecosystem intelligence tools, or partner data platforms.
• Experience with partner compensation, MBOs, MDF, partner incentives, tier models, benefits modeling, or partner program analytics.
• Experience with AI workflow tools such as ChatGPT, Claude, Microsoft Copilot, Glean, Slack AI, Zapier, Salesforce Flow, Tableau Next, BI automation, or agent-building platforms.
• Experience building executive or board-level partner performance narratives.
• Experience working in a global partner ecosystem with multiple partner types, regions, and routes to market.

Compensation and Benefits

• Base compensation range: $137,600–$172,000 USD.
• 100% company-paid medical, dental, and vision coverage for employees and families.
• 401(k) plan with up to 4% company match and immediate vesting.
• Paid parental leave of 20 weeks for primary caregivers and 12 weeks for secondary caregivers.
• Remote work reimbursement of up to $85 per month for mobile and internet.
• Company-paid short-term, long-term, and life insurance coverage.
• Career growth and learning opportunities, flexibility and ownership, a collaborative and innovative culture, and the opportunity to work on impactful AI projects.

Applicants must be authorized to work in the country in which they apply and must provide proof of employment eligibility as a condition of hire. Nebius is an equal opportunity employer and provides accommodations during the application process.