Business Development Director - AWS

VAST Data is looking to hire a Business Development Director for AWS!

This is a great opportunity to be part of one of the fastest-growing infrastructure companies in history, an organization that is in the center of the hurricane being created by the revolution in artificial intelligence.

"VASTs data management vision is the future of the market."- Forbes

VAST Data is the data platform company for the AI era. We are building the enterprise software infrastructure to capture, catalog, refine, enrich, and protect massive datasets and make them available for real-time data analysis and AI training and inference. Designed from the ground up to make AI simple to deploy and manage, VAST takes the cost and complexity out of deploying enterprise and AI infrastructure across data center, edge, and cloud.

Our success has been built through intense innovation, a customer-first mentality and a team of fearless VASTronauts who leverage their skills & experiences to make real market impact. This is an opportunity to be a key contributor at a pivotal time in our company’s growth and at a pivotal point in computing history.

The Role:

The Business Development Director for AWS, will be responsible for leading and expanding VAST Datas strategic engagement with AWS. This role involves developing and executing go-to-market strategies, fostering technical and business alignment, and driving joint revenue growth through innovative cloud solutions. The ideal candidate will possess expertise in cloud ecosystems, specifically AWS, and a proven track record of managing high-impact strategic partnerships.

Key Responsibilities:

• Alliance Strategy & Leadership - Own the global strategic relationship with AWS, aligning on business priorities and driving joint initiatives across AI/ML and data-intensive workloads. Identify integration opportunities and lead the development of differentiated joint solutions.
• Go-to-Market (GTM) & Market Activation - Develop and execute joint GTM strategies with sales, marketing, product, and engineering. Lead co-marketing programs, campaigns, and events, and drive the creation of compelling joint customer success stories.
• Revenue Growth & Sales Enablement - Enable co-selling by equipping VAST and AWS field teams with training and sales tools. Build strong field relationships to accelerate pipeline creation, track revenue growth, and align on priority industries.
• Performance & Partnership Management - Define and manage KPIs (pipeline, revenue, market expansion), oversee partnership agreements, and stay aligned with AWS’s evolving roadmap to identify new collaboration opportunities.
• Executive Engagement & Internal Advocacy - Act as executive sponsor and internal champion for the partnership. Provide leadership visibility into performance and growth opportunities while maintaining strong executive relationships within AWS.

Requirements

• 10+ years of experience in strategic alliances, business development, or partner management, with a strong focus on cloud computing.
• Understanding of AWS and experience working within or closely with AWS teams.
• Expertise in cloud infrastructure, AI/ML, and data management solutions.
• Proven track record of managing complex tier-1 partnerships and executing successful joint go-to-market initiatives.
• Exceptional relationship management, negotiation, and communication skills.
• Knowledge of cloud marketplaces and co-selling programs.
• Ability to thrive in a fast-paced environment and drive cross-functional collaboration.
• Bachelor’s degree in Business, Marketing, or a related field.
• Self-starter with a proactive approach to identifying and solving problems.
• Strong success and achievement orientation, with a focus on delivering quality results.
• Excellent problem-solving skills, with a practical and resourceful mindset.
• Innovative thinker who challenges the status quo and drives creative solutions.