VP Business Development - Cloud

Description

We're looking to hire a VP, Business Development - Cloud!

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.

The Role

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.

What You'll Do

• 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.