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Isv & Ccsp Business Development Red Hat

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Arrow Electronics

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Location:
Sweden

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Category:
IT - Software Development

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Contract Type:
Not provided

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Salary:

Not provided
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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.

Job Responsibility:

  • 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
  • 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 and 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

Requirements:

  • 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
  • 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 and technical architect level
  • Strong matrix leadership and influence without authority

Nice to have:

  • 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

Additional Information:

Job Posted:
April 25, 2026

Employment Type:
Fulltime
Work Type:
Remote work
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