Partner Solutions Architect

Удалённая работа, можно из Сербии: компания нанимает по всей Европе, офиса в Сербии у неё нет.

Customer experience

Customer experience at Nebius AI Cloud involves tackling customers’ challenges and directly impacting their success by solving real-world AI and ML problems at massive GPU cloud scale. You’ll not only resolve issues, but play a key role in shaping clients’ business success by optimizing their AI solutions.

Working with advanced GPUs such as H200, B200 and GB200, as well as modern ML frameworks, you’ll influence the development of the Nebius AI Cloud and gain experience at the intersection of infrastructure and AI. With minimal bureaucracy, you’ll have the freedom to innovate, take ownership and drive change. Opportunities for growth are abundant in this vibrant and supportive professional community.

The role

We are looking for an experienced Partner Solutions Architect with a proven track record of enabling both value-added resellers (VARs) and technology partners. You will help partners build differentiated offerings on Nebius, enable Channel joint value propositions and take those solutions to market.

You will own the technical partner relationship, connecting partner sales, presales, product and engineering teams with their counterparts at Nebius. Combining cloud architecture expertise with commercial judgment, you will help partners win customers and grow adoption through repeatable solutions and effective enablement.

You’re welcome to work from our office in Amsterdam or remotely from any EU country.

Your responsibilities:

• Develop joint value propositions that combine Nebius with partner products or services, defining target customers, priority use cases, technical differentiation and business outcomes.
• Work with Channel and Nebius sales and marketing teams on joint go-to-market plans, account opportunities, co-selling activities, solution messaging and customer presentations.
• Lead joint customer discovery and solution discussions. Agree proof-of-concept success criteria and coordinate partner and Nebius specialists through technical validation and deployment planning.
• Enable VAR partners to qualify opportunities, position Nebius, design customer solutions and package their implementation or managed services around our platform.
• Help technology partners, including software vendors and data or AI platforms, define joint solutions, integration priorities and validation plans with their product and engineering teams.
• Build lasting relationships with partner engineering teams. Translate requirements and customer feedback into actionable plans, coordinate experts and influence product priorities.
• Track partner readiness, joint solution adoption and contributions to pipeline and customer wins. Use these results to improve enablement and scale successful partner activities.

What you bring

• 5+ years in solutions architecture, technical presales or partner technical roles, with substantial experience supporting Channel and Technology partnerships.
• Demonstrated success enabling both VARs and technology partners, including examples of partners independently positioning solutions, pursuing opportunities or delivering joint offerings.
• Experience building joint value propositions and taking partner solutions to market, with evidence of customer wins, adoption growth or commercial impact.
• A track record of building partner enablement programs and adapting content for sales, presales and engineering audiences.
• Strong cloud architecture fundamentals across compute, storage, networking and security, with the ability to explain trade-offs and connect technical decisions to customer needs.
• Experience earning trust with partner engineering and product teams, working effectively with internal engineers and coordinating delivery across organizations without direct authority.
• Clear communication with engineers and business leaders, sound commercial judgment and an understanding of how resellers and technology partners make money.
• A relevant degree or equivalent professional experience, plus curiosity about AI infrastructure and the ability to learn new platforms quickly.

Added bonuses

The following experience would be valuable but is not required for the role:

• Hands-on Kubernetes and container platform experience, including deployment automation with tools such as Terraform.
• Experience with GPU-based workloads, HPC or distributed AI/ML workloads, including training, fine-tuning, inference or MLOps.
• Practical integration development using APIs, Python or infrastructure as code, or experience building reference implementations and technical demonstrations.
• Familiarity with AI software ecosystems or partner solutions built around major cloud and data platforms.

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