Business Development Manager 4 (VIC)

About the role: The Business Development Manager (BDM) drives growth through active partner recruitment, technical co-creation, and direct pipeline generation. In this role, you will recruit new Independent Software Vendors (ISVs) whose solutions create a foundational requirement for Red Hat platforms. You will lead the development of high-value joint offerings aligned with strategic sales plays, including AI readiness, virtualization/container management, and automation. Finally, you will package these integrated offerings into repeatable sales tactics and launch new solutions to effectively enable global field teams. The Business Development Manager (BDM) focuses on pipeline generation through the strategic recruitment and onboarding of new Independent Software Vendors (ISVs). This role operates within the market-entry phase of the partner lifecycle, identifying partners whose software necessitates a Red Hat subscription foundation. You will own the partner relationship from initial recruitment through technical co-creation, business planning, and global sales enablement. What you will do: Partner Recruitment: Recruit and gain formal commitment from new ISVs to join the Red Hat partner program. Technical Co-Creation: Lead the development of technical assets—such as certifications, validations, OpenShift operators, or Ansible collections—aligned with core sales plays like AI readiness, virtualization, and automation. Success Planning: Build comprehensive success plans for joint offerings, incorporating business cases, Joint Value Propositions (JVPs), certification timelines, and proposed GTM strategies. Solution Launch: Package product integrations and commercial assets (demos, solution briefs, ROI calculators) into repeatable sales tactics and successfully launch new solutions across the organization and through indirect routes to market. Field Enablement & Tracking: Enable sales and partner teams with newly launched, validated solutions and track revenue impact u