EMEA RedHat ISV/CCSP Business Development manager

Position:EMEA RedHat ISV/CCSP Business Development managerJob Description:Role SummaryThe ISV & CCSP Business Development Lead is responsible for driving ecosystem‑led growth through Independent Software Vendors (ISVs) and Cloud Solution Providers (CCSPs).This role builds, scales, and monetizes partner‑led routes to market for AI, Hybrid Cloud, and Subscription Software solutions, with a strong focus on co‑creation, co‑selling, and consumption‑based business models.The role sits at the intersection of technology strategy, partner alliances, and revenue growth, working closely with Sales, Product, Consulting, and Partner organizations.Key ObjectivesAccelerate software and AI revenue via ISV and CCSP channelsBuild scalable co‑sell and co‑build motionsExpand consumption‑based and subscription business modelsPosition the company as the preferred platform partner for ecosystem growthKey ResponsibilitiesISV Ecosystem DevelopmentIdentify, recruit, and develop strategic ISV partners aligned to:AI & GenAIHybrid CloudData, Automation, Security, Industry solutionsDefine joint value propositions and solution integrationsDrive technical and commercial onboarding of ISVsSupport marketplace enablement and listing strategiesCCSP & Cloud Partner GrowthDevelop and manage relationships with CCSPs and MSPsEnable partners to sell, manage, and support:Subscription softwareConsumption‑based AI servicesHybrid cloud platformsAlign partner offerings with customer FinOps, governance, and compliance needsGo‑to‑Market & Co‑Sell ExecutionDesign and execute joint go‑to‑market plansDrive pipeline creation through:Co‑selling with direct sales teamsPartner‑led demand generationSupport large, complex enterprise deals involving:Hybrid cloudAI platformsSubscription licensingCommercial & Business Model InnovationShape modern partner business models including:SaaS and subscription licensingUsage‑based pricingRevenue sharing and consumption economicsWork with legal, finance, and operations to operationalise agreementsEnsure commercial scalability and profitabilityInternal & External Stakeholder ManagementAct as a trusted advisor to:Sales leadershipProduct managementConsulting and delivery teamsRepresent the company in partner forums, industry events, and executive briefingsInfluence roadmap and investment priorities through ecosystem insightRequired Experience & SkillsExperience8–12+ years in:Business developmentPartner alliancesEcosystem or channel rolesProven experience working with:ISVsCloud providersSaaS and subscription software modelsStrong background in enterprise technology (AI, cloud, data, security, automation)Track record of building partner‑led revenue streamsSkills & CapabilitiesStrong commercial acumen and deal‑shaping skillsAbility to translate technology platforms into partner value propositionsDeep understanding of:Hybrid cloud architecturesAI platform economicsSubscription and consumption licensingComfortable engaging at:C‑suite levelTechnical architect levelStrong matrix leadership and influence without authorityPreferred / Differentiating ExperienceExperience with:AI platforms and GenAIKubernetes / OpenShift ecosystemsCloud marketplacesKnowledge of regulated industries:Financial servicesPublic sectorTelco / utilitiesExperience operating in EMEA or Nordics partner ecosystemsFamiliarity with FinOps, ITAM, and governance‑driven buying motionsSuccess Measures (KPIs)Partner‑sourced and partner‑influenced revenueGrowth in subscription and consumption‑based bookingsNumber and quality of active ISV and CCSP partnershipsPipeline creation and co‑sell win ratesTime‑to‑value for new partner onboardingsWhy This Role MattersThis role is critical to shifting the business from:Direct sales → ecosystem‑led growthPer‑license selling → subscription & consumption modelsStandalone products → platform‑based solutionsThe successful candidate will help define how the company scales AI and hybrid cloud through partners, not just how it sells software.Location:FI-Finland - RemoteTime Type:Full timeJob Category:SalesOriginally posted on Himalayas