Leads VAST Data’s cloud business development strategy and relationships with AWS, Microsoft Azure, Google Cloud, and Oracle Cloud. Builds joint solutions, value propositions, go-to-market strategies, and co-sell motions that generate customer adoption, pipeline, and revenue. Engages executives, customers, product and engineering teams, and partner field organizations to advance complex AI infrastructure opportunities. Establishes business plans and operating cadences while building and leading a high-performing cloud business development organization.
Description
We're looking to hire a VP, Business Development - Cloud!
VAST Data is creating a new category of infrastructure: the Operating System for AI. We’re unifying storage, database, compute, and data services into a single platform designed to power the world’s most demanding AI and data environments. As we build this category, we’re looking for a Vice President of Business Development – Cloud to build and lead VAST’s strategic business with the world’s largest cloud providers.
The Role
The VP of Business Development – Cloud will own VAST’s strategy and relationships across AWS, Microsoft Azure, Google Cloud, and Oracle Cloud.
This is a business-building role, not traditional partner management. The mandate is to create meaningful businesses with our cloud partners—from defining the joint value proposition and technical strategy to building executive relationships, developing joint solutions, activating field organizations, and creating repeatable co-sell motions.
This leader will work across VAST and our cloud partners to turn strategic alignment into customer adoption, pipeline, and revenue.
What You’ll Do
- Own VAST’s overall cloud partnership strategy, priorities, and business plan.
- Build and deepen strategic relationships across AWS, Microsoft Azure, Google Cloud, and Oracle Cloud.
- Develop relationships across multiple levels and organizations within each cloud provider—from product and engineering through alliances, sales, and executive leadership.
- Identify where VAST and our cloud partners can create differentiated solutions for AI, data, and enterprise workloads.
- Partner with Product, Engineering, and technical teams to develop joint solutions, integrations, architectures, and differentiated offerings.
- Build joint go-to-market strategies that translate technical partnerships into customer opportunities.
- Create and scale co-sell motions, connecting VAST sellers with cloud field organizations and driving joint account engagement.
- Personally engage customers and strategic opportunities, helping position the joint value proposition and drive complex opportunities forward.
- Establish executive sponsorship and operating cadence across VAST and each strategic cloud partner.
- Build measurable business plans around pipeline creation, influenced revenue, customer adoption, and partner engagement.
- Identify new opportunities as cloud and AI architectures evolve and translate them into actionable partnership strategies.
- Build and lead a high-performing Cloud Business Development organization as the business scales.
- Significant experience building strategic businesses and partnerships with major cloud providers.
- Deep existing relationships within AWS, Microsoft Azure, Google Cloud, and/or Oracle Cloud, with the ability to navigate complex organizations and create alignment across product, engineering, sales, and executive leadership.
- Demonstrated success taking a strategic technology partnership from concept to joint solution to go-to-market to meaningful revenue.
- Strong business development instincts with a track record of creating opportunities rather than simply managing existing partner relationships.
- Proven ability to sell directly to customers and participate meaningfully in complex enterprise and AI infrastructure sales cycles.
- Strong understanding of cloud infrastructure, enterprise data platforms, AI infrastructure, and the evolving architectures supporting modern AI workloads.
- Enough technical depth to engage credibly with cloud product and engineering organizations and help shape joint architectures and solutions.
- Experience building co-sell and sell-with motions, including activating partner field organizations and connecting sellers around shared customer opportunities.
- Ability to translate complex technology into a compelling joint value proposition for customers, sellers, partners, and executives.
- Strong executive presence and the ability to build relationships with senior leaders both internally and across strategic partners.
- Proven ability to operate across Product, Engineering, Sales, Marketing, and Alliances to drive a common outcome.
- Founder mentality: highly resourceful, intellectually curious, comfortable with ambiguity, and motivated by building something that does not yet exist.
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