EMEA RedHat ISV/CCSP Business Development manager

Position: EMEA RedHat ISV/CCSP Business Development manager Job Description: Role Summary The 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 Objectives Accelerate software and AI revenue via ISV and CCSP channels Build scalable co‑sell and co‑build motions Expand consumption‑based and subscription business models Position the company as the preferred platform partner for ecosystem growth Key Responsibilities ISV Ecosystem Development Identify, recruit, and develop strategic ISV partners aligned to: AI & GenAI Hybrid Cloud Data, Automation, Security, Industry solutions Define joint value propositions and solution integrations Drive technical and commercial onboarding of ISVs Support marketplace enablement and listing strategies CCSP & Cloud Partner Growth Develop and manage relationships with CCSPs and MSPs Enable partners to sell, manage, and support: Subscription software Consumption‑based AI services Hybrid cloud platforms Align partner offerings with customer FinOps, governance, and compliance needs Go‑to‑Market & Co‑Sell Execution Design and execute joint go‑to‑market plans Drive pipeline creation through: Co‑selling with direct sales teams Partner‑led demand generation Support large, complex enterprise deals involving: Hybrid cloud AI platforms Subscription licensing Commercial & Business Model Innovation Shape modern partner business models including: SaaS and subscription licensing Usage‑based pricing Revenue sharing and consumption economics Work with legal, finance, and operations to operationalise agreements Ensure commercial scalability and profitability Internal & External Stakeholder Management Act as a trusted advisor to: Sales leadership Product management Consulting and delivery teams Represent the company in partner forums, industry events, and executive briefings Influence roadmap and investment priorities through ecosystem insight Required Experience & Skills Experience 8–12+ years in: Business development Partner alliances Ecosystem or channel roles Proven experience working with: ISVs Cloud providers SaaS and subscription software models Strong background in enterprise technology (AI, cloud, data, security, automation) Track record of building partner‑led revenue streams Skills & Capabilities Strong commercial acumen and deal‑shaping skills Ability to translate technology platforms into partner value propositions Deep understanding of: Hybrid cloud architectures AI platform economics Subscription and consumption licensing Comfortable engaging at: C‑suite level Technical architect level Strong matrix leadership and influence without authority Preferred / Differentiating Experience Experience with: AI platforms and GenAI Kubernetes / OpenShift ecosystems Cloud marketplaces Knowledge of regulated industries: Financial services Public sector Telco / utilities Experience operating in EMEA or Nordics partner ecosystems Familiarity with FinOps, ITAM, and governance‑driven buying motions Success Measures (KPIs) Partner‑sourced and partner‑influenced revenue Growth in subscription and consumption‑based bookings Number and quality of active ISV and CCSP partnerships Pipeline creation and co‑sell win rates Time‑to‑value for new partner onboardings Why This Role Matters This role is critical to shifting the business from: Direct sales → ecosystem‑led growth Per‑license selling → subscription & consumption models Standalone products → platform‑based solutions The successful candidate will help define how the company scales AI and hybrid cloud through partners , not just how it sells software. #LI-EK2 Location: FI-Finland - Remote Time Type: Full time Job Category: Sales