EMEA RedHat ISV/CCSP Business Development manager - Arrow Electronics - Finland - Remote

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 include accelerating software and AI revenue via ISV and CCSP channels, building scalable co‑sell and co‑build motions, expanding consumption‑based and subscription business models, and positioning the company as the preferred platform partner for ecosystem growth. Key responsibilities involve developing the ISV ecosystem by identifying, recruiting, and developing strategic ISV partners aligned to AI & GenAI, Hybrid Cloud, Data, Automation, Security, and Industry solutions, defining joint value propositions, driving onboarding, and supporting marketplace strategies. Additionally, developing and managing relationships with CCSPs and MSPs, enabling partners to sell, manage, and support subscription software, consumption‑based AI services, and hybrid cloud platforms, and aligning offerings with customer needs. The role also includes designing and executing joint go‑to‑market plans, driving pipeline creation through co‑selling and partner-led demand generation, supporting large enterprise deals, shaping modern partner business models including SaaS, subscription licensing, usage-based pricing, and revenue sharing, and working with legal, finance, and operations to operationalize agreements. Internal and external stakeholder management involves acting as a trusted advisor to sales leadership, product management, consulting, and delivery teams, representing the company at partner forums and industry events, and influencing roadmap and investment priorities. Required experience includes 8–12+ years in business development, partner alliances, and ecosystem or channel roles, proven experience working with ISVs, cloud providers, SaaS, and subscription software models, a strong background in enterprise technology (AI, cloud, data, security, automation), and a track record of building partner‑led revenue streams. Skills and capabilities required include strong commercial acumen, 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, comfort engaging at C‑suite and technical architect levels, and strong matrix leadership. Preferred experience includes AI platforms and GenAI, Kubernetes/OpenShift ecosystems, cloud marketplaces, knowledge of regulated industries such as financial services, public sector, and telco/utilities, experience operating in EMEA or Nordics partner ecosystems, and familiarity with FinOps, ITAM, and governance-driven buying motions. Success measures include partner‑sourced and partner‑influenced revenue, growth in subscription and consumption‑based bookings, number and quality of active partnerships, pipeline creation, co‑sell win rates, and time‑to‑value for onboarding. The role is critical for shifting the business from direct sales to ecosystem-led growth, per-license selling to subscription and consumption models, and standalone products to platform-based solutions. The candidate will help define how the company scales AI and hybrid cloud through partners. Location: Finland - Remote. The role is full-time in sales category.