Director, Cloud GTM Partnerships (AWS) – Remote

Vista Equity Partners Management, LLC; United States; Remote; USD 200,000 - 250,000; Full time

Benefits offered by this job

Annual bonus

Comprehensive benefits package

Remote-friendly work

Job summary

Vista Equity Partners Management, LLC is seeking a Director to own and scale Vista's AWS GTM partnership across its portfolio of enterprise software companies. This role is the single point of accountability for turning the AWS relationship into a measurable growth and economics engine, spanning incentives and revenue attribution, a programmatic engagement model, and strategic initiatives unlocked by Vista's scale.

This role is based remotely in the U.S. with an immediate start.

Qualifications

• 8+ years in strategic alliances or cloud partnerships with hands-on AWS experience.
• Hands-on AWS Marketplace economics including listings, private offers, co-sell motions, MAP funding.
• Enterprise SaaS go-to-market instincts and buyer dynamics for software.
• Strong data orientation with ability to build scorecards and quantify ROI.
• Excellent executive communication and ability to influence without authority.
• Experience designing repeatable programs, playbooks, and operating models.
• Experience spanning more than one hyperscaler or data cloud platform is preferred.
• Exposure to AI and agentic go-to-market strategies is a plus.

Responsibilities

• Own AWS GTM opportunity with strategic direction to expand to other cloud partners.
• Build a single source of truth for AWS activity across Vista's portfolio, including co-sell and marketplace.
• Capture AWS incentives and funding to maximize portfolio value.
• Design a standardized AWS GTM operating model with onboarding and tiered engagement plans.
• Maintain relationships across AWS teams, ISVs, Marketplace, and field leadership.
• Advise portfolio executives on AWS co-sell and Marketplace motions tailored to each company.
• Develop reporting showing ROI of the partnership to Vista leadership and portfolio executives.
• Lead cross-portfolio initiatives with AWS, such as shared Marketplace programs and AI capabilities.

Skills

AWS partnerships

Strategic alliances

GTM strategy

Executive influence

Program design

Data-driven

Multi-cloud

Executive communication

Job description

Vista Equity Partners Management, LLC is seeking a Director to own and scale Vista's AWS GTM partnership across its portfolio of enterprise software companies. This role is the single point of accountability for turning the AWS relationship into a measurable growth and economics engine, spanning incentives and revenue attribution, a programmatic engagement model, and strategic initiatives unlocked by Vista's scale.

This role is based remotely in the U.S. with an immediate start.