Director, OneVista Cloud GTM

This is a fully remote position, open to applicants in United States.

📋 Description

• Lead and expand Vista's go-to-market (GTM) partnership with cloud providers, focusing primarily on AWS, across its range of enterprise software companies.

• Transform the AWS GTM partnership into a quantifiable growth and economic engine, encompassing incentive capture, revenue attribution, repeatable engagement, and strategic initiatives.

• Collaborate directly with CEOs, CROs, and alliance leaders of portfolio companies, providing guidance on execution while fostering relationships, data sharing, and playbook development.

• Establish and sustain a centralized source of truth for AWS activities across Vista's portfolio, which includes co-sell maturity, Marketplace transactions, and co-sell pipeline management.

• Identify and document AWS incentives, such as MAP funding, co-sell funding, Marketplace seller economics, and private-offer structures.

• Create and enhance a standardized AWS GTM partnership operating model, which includes onboarding processes and tiered engagement strategies.

• Cultivate relationships within AWS partner development, ISV specialists, Marketplace, field teams, and industry leadership.

• Counsel portfolio executives on AWS co-sell strategies and Marketplace initiatives.

• Generate reports and analyses that showcase partnership ROI to Vista leadership and portfolio executives.

• Spearhead cross-portfolio AWS initiatives, including collaborative Marketplace programs and joint AI and machine learning capabilities.

• Embed AWS relationships, playbooks, and program knowledge within Vista's organizational systems.

⛳️ Requirements

• Around 8+ years of experience in strategic alliances, cloud partnerships, or go-to-market roles.

• Direct AWS partnership experience acquired as an alliance leader within a software or technology services firm, or as an AWS Partner Development Manager (or an equivalent role at a significant AWS partner or systems integrator).

• Practical experience with AWS Marketplace economics, covering listings, private offers, co-sell motions, and incentive and funding mechanisms such as MAP, co-sell funding, EDP, and CPPO.

• Background in enterprise SaaS with strong go-to-market instincts and insights into buyer dynamics relevant to enterprise software.

• Strong data-driven mindset, with the ability to independently reconcile, quantify, and develop performance scorecards.

• Outstanding executive communication skills, with the ability to influence and drive results among stakeholders without direct authority.

• Proven experience in designing and building scalable programs, playbooks, and operating models across an organization.

• Experience across multiple hyperscalers or data cloud platforms is preferred.

• Familiarity with AI and agentic go-to-market strategies is an advantage.

🏝️ Benefits

• Annual cash bonus.

• Comprehensive benefits package.