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 using deal registration tracking mechanisms. What you will bring: Experience in proactive business development, technology partnerships, or software vendor (ISV) recruitment. Ability to build joint business cases, map out GTM plans, and drive technical product certifications. Familiarity aligning software solutions with core sales plays, specifically around AI, virtualization, or automation. Experience packaging technical integrations into repeatable commercial assets like demos and solution briefs. Proficiency using data-driven tracking mechanisms like deal registration to measure pipeline impact. The salary range for this position is $123,130.00 - $203,100.00. Actual offer will be based on your qualifications. Pay Transparency Red Hat determines compensation based on several factors including but not limited to job location, experience, applicable skills and training, external market value, and internal pay equity. Annual salary is one component of Red Hat’s compensation package. This position may also be eligible for bonus, commission, and/or equity. For positions with Remote-US locations, the actual salary range for the position may differ based on location but will be commensurate with job duties and relevant work experience. About Red Hat Red Hat is the world’s leading provider of enterprise open source software solutions, using a community-powered approach to deliver high-performing Linux, cloud, container, and Kubernetes technologies. Spread across 40+ countries, our associates work flexibly across work environments, from in-office, to office-flex, to fully remote, depending on the requirements of their role. Red Hatters are encouraged to bring their best ideas, no matter their title or tenure. We're a leader in open source because of our open and inclusive environment. We hire creative, passionate people ready to contribute their ideas, help solve complex problems, and make an impact. Benefits ● Comprehensive medical, dental, and vision coverage ● Flexible Spending Account - healthcare and dependent care ● Health Savings Account - high deductible medical plan ● Retirement 401(k) with employer match ● Paid time off and holidays ● Paid parental leave plans for all new parents ● Leave benefits including disability, paid family medical leave, and paid military leave ● Additional benefits including employee stock purchase plan, family planning reimbursement, tuition reimbursement, transportation expense account, employee assistance program, and more! Note: These benefits are only applicable to full time, permanent associates at Red Hat located in the United States. Inclusion at Red Hat Red Hat’s culture is built on the open source principles of transparency, collaboration, and inclusion, where the best ideas can come from anywhere and anyone. When this is realized, it empowers people from different backgrounds, perspectives, and experiences to come together to share ideas, challenge the status quo, and drive innovation. Our aspiration is that everyone experiences this culture with equal opportunity and access, and that all voices are not only heard but also celebrated. We hope you will join our celebration, and we welcome and encourage applicants from all the beautiful dimensions that compose our global village. Equal Opportunity Policy (EEO) Red Hat is proud to be an equal opportunity workplace and an affirmative action employer. We review applications for employment without regard to their race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, citizenship, age, veteran status, genetic information, physical or mental disability, medical condition, marital status, or any other basis prohibited by law. Red Hat does not seek or accept unsolicited resumes or CVs from recruitment agencies. We are not responsible for, and will not pay, any fees, commissions, or any other payment related to unsolicited resumes or CVs except as required in a written contract between Red Hat and the recruitment agency or party requesting payment of a fee. Red Hat supports individuals with disabilities and provides reasonable accommodations to job applicants. If you need assistance completing our online job application, email View email address on click.appcast.io. General inquiries, such as those regarding the status of a job application, will not receive a reply. We’re the world’s leading provider of enterprise open source solutions—including Linux, cloud, container, and Kubernetes. We deliver hardened solutions that make it easier for enterprises to work across platforms and environments, from the core datacenter to the network edge. At Red Hat, our commitment to open source extends beyond technology into virtually everything we do. We collaborate and share ideas, create inclusive communities, and welcome diverse perspectives from all Red Hatters, no matter their role. It’s what makes us who we are. Some of the most knowledgeable and passionate people in the technology industry work here. Whether we’re building software, championing our products, or training new associates, we’re collaborating openly to make a difference in the world of open source and beyond.