ISV & CCSP Business Development Red Hat

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Position:
ISV & CCSP Business Development Red Hat

Job Description:

Role Summary

The ISV & CCSP Business Development Lead is responsible fordriving ecosystem-led growththrough Independent Software Vendors (ISVs) and Cloud Solution Providers (CCSPs).

This role builds, scales, and monetizespartner-led routes to marketfor AI, Hybrid Cloud, and Subscription Software solutions, with a strong focus onco-creation, co-selling, and consumption-based business models.

The role sits at the intersection oftechnology 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 definehow the company scales AI and hybrid cloud through partners, not just how it sells software.

#LI-EK2

Location:
SE-Sweden - Remote

Time Type:
Full time

Job Category:
Engineering and Technology