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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