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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.

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.

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