• Own and build Nebius’ ISV partner ecosystem from the ground up with your key target accounts — defining strategy, segmentation, onboarding models, and long-term growth frameworks • Identify, recruit, and close high-impact AI and ISV partners that can drive net-new customer acquisition and revenue growth • Develop and scale repeatable co-sell motions, embedding partners into Nebius’ core sales plays and strategic opportunities • Drive partner-sourced and partner-influenced pipeline, with a strong focus on net-new accounts and expansion • Build structured frameworks for joint business planning, pipeline generation, forecasting, and performance management • Lead joint go-to-market execution, ensuring partners are actively generating demand and influencing deals • Drive partner technical readiness and platform adoption through onboarding, enablement, and joint solution development • Act as a key architect of Nebius’ partner program, including co-sell models, incentives, and engagement frameworks • Stay deeply connected to the AI ecosystem, identifying emerging players, trends, and high-leverage partnership opportunities • Represent Nebius across industry events, ecosystem forums, and strategic partner engagements • Serve as the voice of partners internally, working cross-functionally with Sales, Product, Engineering, Marketing, Legal, and GTM teams

• Make regular sales calls to accounts in the assigned area and keep in contact between visits by telephone, zoom and e-mail. • Strive to achieve budgeted sales targets for the allocated sales area. • Establish and maintain positive working relationships with customers and potential new clients. • Responsible for all visual merchandising and product representation in-store and online to comply with company requirements and regulations. • Responsible via all channels for assisting the development of product knowledge and training to retail account staff on Company brands using Academy and in store visits. • Maintain control of dealers’ stock and open orders, ensuring correct stock levels are maintained, new products are presented and exit strategies for discontinued products implemented. • Monitor and assist dealer accounts on promotions and rebate schemes, ensuring terms and conditions are adhered to. • Maintain a high level of product knowledge for the relevant product lines being sold.

• Develop and execute a strategic plan to identify and engage prospective clients within the assigned region. • Build strong relationships with prospects, assess business fit, and guide them through the sales cycle. • Create competitive pricing strategies that align with company profitability goals. • Lead RFP responses in collaboration with technical writers and subject matter experts. • Participate in client presentations, coordinate dry runs, and communicate win strategies. • Drive contract negotiations with support from the legal team. • Ensure a seamless transition by partnering with client services and implementation teams. • Manage strategic initiatives, trade conferences, and other projects as needed. • Represent the Sales team at industry events and conferences, leveraging supplier relationships and hosting company-sponsored events. • Foster strong internal and external partnerships to deliver innovative solutions and exceed client expectations.

• Develop and execute sales strategies to grow ShipServ’s footprint in the Brazil and LATAM maritime market. • Identify and pursue new business opportunities with maritime suppliers and key categories in the region. • Build and maintain strong relationships with key stakeholders, decision-makers, and industry influencers. • Help manage and grow existing accounts by providing value-added solutions and ensuring high levels of customer satisfaction. • Conduct market analysis to understand competitive landscape, customer needs, and regional trends. • Deliver excellent customer presentations, product demos, and commercial proposals tailored to supplier needs. • Provide regular sales forecasts, pipeline reports, and performance updates to management. • Represent ShipServ at key industry events, exhibitions, and networking opportunities in the region. • Work closely with internal teams, (Marketing, Product, Finance, Account Management, RM and Sales leadership) to tailor solutions and offerings for the region.