Responsibilities

• Focus on AWS GTM opportunity with strategic direction to expand to other cloud partners.
• 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, so that portfolio companies realize the full value available to them.
• Design and continuously refine a standardized AWS GTM partnership operating model, including onboarding processes and tiered engagement plans based on company maturity and opportunity size.
• Build and maintain multi-threaded relationships across AWS partner development, ISV specialist, Marketplace, and field and industry leadership teams on behalf of the portfolio.
• Advise portfolio company executives on building effective AWS co-sell and Marketplace motions tailored to each company's stage and needs.
• Develop reporting and analysis that demonstrate the partnership's return on investment to Vista leadership and portfolio company executives.
• Identify and lead cross-portfolio strategic initiatives with AWS, such as shared Marketplace programs and joint AI and machine learning capabilities, that only Vista's scale can support.
• Institutionalize AWS relationships, playbooks, and program knowledge within Vista's systems so the partnership's success does not depend on any one individual.

Requirements

• Approximately 8+ years of experience in strategic alliances, cloud partnerships, or go-to-market roles, with hands-on AWS partnership experience gained either 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).
• Demonstrated, 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.
• Background rooted in enterprise SaaS, with go-to-market instincts and buyer dynamics suited to enterprise software rather than hardware, payments and fintech, or public-sector-only environments.
• Strong data orientation, with the ability to independently reconcile, quantify, and build performance scorecards rather than waiting for others to produce the numbers.
• Excellent executive communication skills and the 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 (for example, AWS and Snowflake, Google Cloud, or Microsoft Azure) is preferred, given Vista's multi-cloud portfolio.
• Exposure to AI and agentic go-to-market strategies is a plus.

Preferred

• Experience spanning more than one hyperscaler or data cloud platform (for example, AWS and Snowflake, Google Cloud, or Microsoft Azure) is preferred
• Exposure to AI and agentic go-to-market strategies is a plus