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About the Role

VAST Data is seeking a Director of Business Development to build and scale one of the fastest-growing areas of our business. This senior individual contributor role focuses on developing strategic relationships with NeoCloud and GPU Cloud providers globally, identifying high-value partners, creating new routes to market, and structuring commercial relationships to turn emerging AI infrastructure providers into meaningful revenue and ecosystem partners.

Responsibilities

• Build the NeoCloud ecosystem by identifying, prioritizing, and developing relationships with NeoClouds, GPU Cloud providers, AI infrastructure platforms, and emerging cloud service providers.
• Create new business opportunities from the ground up, including initial engagement, executive alignment, commercial strategy, partnership structure, and revenue generation.
• Develop strategic partnerships by defining go-to-market strategies with NeoCloud partners, including sell-to, sell-with, and joint solution opportunities.
• Drive revenue by building and managing a pipeline of NeoCloud opportunities and translating strategic relationships into measurable business.
• Shape the go-to-market model by helping establish repeatable engagement models, rules of engagement, commercial frameworks, and sales plays.
• Build executive relationships with founders, CEOs, CROs, infrastructure leaders, and other senior decision-makers across the NeoCloud market.
• Connect technology to business by understanding partners' infrastructure, AI, data, and platform strategies and identifying where VAST can become a foundational component.
• Orchestrate internally by working across VAST Sales, Sales Engineering, Product, Engineering, Marketing, Finance, Legal, and executive leadership.
• Bring the market into VAST by providing intelligence on emerging NeoCloud business models, competitive dynamics, customer requirements, and technology trends.

Requirements

• Significant experience in business development, strategic partnerships, cloud infrastructure, AI infrastructure, or platform ecosystems.
• Strong understanding of the emerging NeoCloud/GPU Cloud market and the infrastructure required to deliver AI services at scale.
• Demonstrated ability to create business from zero—identifying opportunities, opening relationships, developing a strategy, and turning it into revenue.
• Experience developing complex partnerships involving infrastructure, compute, storage, networking, cloud, data platforms, and AI.
• Strong commercial instincts and experience navigating complex deal structures and strategic partnerships.
• Existing relationships across NeoClouds, GPU infrastructure providers, AI companies, cloud providers, or the broader AI infrastructure ecosystem are highly valued.
• Comfortable engaging both technical and business audiences, from infrastructure architects to founders and C-level executives.
• Highly resourceful and comfortable operating without an established playbook.
• Ability to influence and coordinate cross-functional teams without direct authority.
• Strong executive presence, communication skills, and ability to simplify complex technical and commercial concepts.
• Possess a founder mentality, wanting to create experiences rather than join established ones.
• Intellectually curious, technically credible, commercially aggressive, and creative in building partnerships.
• Comfortable being measured by the business created, not just maintained relationships.

Skills

• Business Development
• Strategic Partnerships
• Cloud Infrastructure
• AI Infrastructure
• Platform Ecosystems
• NeoCloud Market Understanding
• GPU Cloud Market Understanding
• AI Services Delivery
• Revenue Generation
• Commercial Strategy
• Partnership Structuring
• Go-to-Market Strategy
• Pipeline Management
• Executive Relationship Building
• Technical Credibility
• Commercial Acumen
• Cross-functional Team Coordination
• Executive Presence
• Communication Skills
• Complex Problem Solving

Experience Level

• Senior

About the Company

• VAST Data is one of the fastest-growing companies in its business sector.