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About the Role
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.
Responsibilities
- 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.
Requirements
- 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.
Skills
- Cloud Partnership Strategy
- Business Development
- Go-to-Market Strategy
- Co-sell Motions
- Customer Engagement
- Executive Relationship Building
- Technical Partnerships
- AI Infrastructure
- Enterprise Data Platforms
- Cloud Infrastructure
Location
- Remote
Work Type
- Full-time
Experience Level
- VP Level
- Senior
About the Company
- 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.