Director, OneVista Cloud GTM
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Job Description
Director scaling AWS GTM partnerships across Vista’s enterprise software portfolio. Building co-sell, Marketplace, incentive, and cross-portfolio growth programs.
Responsibilities:
- Own and scale Vista's GTM partnership with cloud partners, primarily AWS, across its portfolio of enterprise software companies
- Turn the AWS GTM relationship into a measurable growth and economics engine spanning incentive capture, revenue attribution, repeatable engagement, and strategic initiatives
- Work directly with portfolio company CEOs, CROs, and alliance leaders, advising on execution and building relationships, data, and playbooks
- Build and maintain a single source of truth for AWS activity across Vista's portfolio, including co-sell maturity, Marketplace transactions, and co-sell pipeline
- Map and capture AWS incentives, including MAP funding, co-sell funding, Marketplace seller economics, and private-offer structures
- Design and refine a standardized AWS GTM partnership operating model, including onboarding processes and tiered engagement plans
- Build relationships across AWS partner development, ISV specialist, Marketplace, field, and industry leadership teams
- Advise portfolio executives on AWS co-sell and Marketplace motions
- Develop reporting and analysis demonstrating partnership ROI to Vista leadership and portfolio executives
- Lead cross-portfolio AWS initiatives such as shared Marketplace programs and joint AI and machine learning capabilities
- Institutionalize AWS relationships, playbooks, and program knowledge within Vista's systems
Requirements:
- Approximately 8+ years of experience in strategic alliances, cloud partnerships, or go-to-market roles
- Hands-on AWS partnership experience gained as an alliance leader within a software or technology services company or as an AWS Partner Development Manager (or equivalent at a major AWS partner or systems integrator)
- Hands-on experience with AWS Marketplace economics, including listings, private offers, co-sell motions, and incentive and funding mechanics such as MAP, co-sell funding, EDP, and CPPO
- Enterprise SaaS background with go-to-market instincts and buyer dynamics suited to enterprise software
- Strong data orientation, including independently reconciling, quantifying, and building performance scorecards
- Excellent executive communication skills and ability to influence and drive outcomes across stakeholders without direct authority
- Experience designing and building repeatable programs, playbooks, and operating models that scale across an organization
- Experience spanning more than one hyperscaler or data cloud platform is preferred
- Exposure to AI and agentic go-to-market strategies is a plus
Benefits:
- Annual cash bonus
- Comprehensive benefits package
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