Director, OneVista Cloud GTM

Job not on LinkedIn

🔥 4 minutes ago

🇺🇸 United States – Remote

💵 $200k - $250k / year

⏰ Full Time

🔴 Lead

🎁 Product Marketing

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

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Vista Equity Partners

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2000

💼 Consulting

💸 Finance

🏢 Enterprise

Consulting • Finance • Enterprise

Vista Equity Partners is a leading investment firm that focuses on software, data, and technology-enabled businesses. The firm employs a long-term investment strategy, aiming to create value through operational improvements and strategic growth. Vista is recognized for its expertise in helping portfolio companies enhance their operations and drive innovation in their respective markets.

📋 Description

• 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