Vice President Business Development (Cloud)

VAST Data, Inc.; New York (NY); On-site; USD 250,000 - 400,000; Full time

Job summary

VAST Data, Inc. is seeking a visionary VP of Business Development – Cloud to own our cloud partnerships strategy across AWS, Azure, Google Cloud, and Oracle Cloud.

The role is a business-building leadership that defines the joint value proposition and drives customer adoption, pipeline, and revenue. This leader will build executive relationships, shape joint solutions, activate field organizations, and create repeatable co-sell motions, spanning product, engineering, and sales to scale a

Qualifications

• Strong business development instincts and a track record of creating opportunities.
• Enough technical depth to engage with cloud product/engineering and shape joint architectures.
• Founder mentality: resourceful, curious, comfortable with ambiguity, able to build from concept to revenue.
• Deep existing relationships within AWS, Azure, Google Cloud and/or Oracle Cloud and the ability to navigate large organizations.

Responsibilities

• Own VAST’s cloud partnership strategy, priorities, and business plan.
• Build and deepen strategic relationships across AWS, Azure, Google Cloud, and Oracle Cloud.
• Develop joint solutions, integrations, architectures, and differentiated offerings.
• Build joint go-to-market strategies translating partnerships into customer opportunities.
• Scale co-sell motions and engage cloud field organizations to drive joint opportunities.
• Engage with customers to position the joint value proposition and move complex deals forward.

Skills

Strategic business development

Cloud/AI infrastructure knowledge

Executive relationship building

Go-to-market / co-sell

Job description

• 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
• 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

Qualifications

Strong business development instincts with a track record of creating opportunities rather than simply managing existing partner relationshipsEnough technical depth to engage credibly with cloud product and engineering organizations and help shape joint architectures and solutionsDemonstrated success taking a strategic technology partnership from concept to joint solution to go-to-market to meaningful revenueFounder mentality: highly resourceful, intellectually curious, comfortable with ambiguity, and motivated by building something that does not yet existDeep 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 leadershipProven ability to operate across Product, Engineering, Sales, Marketing, and Alliances to drive a common outcomeSignificant experience building strategic businesses and partnerships with major cloud providersStrong understanding of cloud infrastructure, enterprise data platforms, AI infrastructure, and the evolving architectures supporting modern AI workloadsStrong executive presence and the ability to build relationships with senior leaders both internally and across strategic partnersProven ability to sell directly to customers and participate meaningfully in complex enterprise and AI infrastructure sales cyclesExperience building co-sell and sell-with motions, including activating partner field organizations and connecting sellers around shared customer opportunitiesAbility to translate complex technology into a compelling joint value proposition for customers, sellers, partners, and executives