Position SummaryOneVista, Vista Equity Partners' platform for driving portfolio-wide growth, is hiring a Director to own and scale Vista's GTM partnership with cloud partners, primarily AWS, across its portfolio of enterprise software companies. This role is the single point of accountability for turning the AWS GTM relationship into a measurable growth and economics engine, spanning incentive capture and revenue attribution, a programmatic and repeatable engagement model, and the strategic initiatives that only Vista's portfolio scale can unlock. The Director will work directly with portfolio company CEOs, CROs, and alliance leaders, advising credibly on execution while building the relationships, data, and playbooks that institutionalize the partnership within Vista's systems.
This role is based remotely in the U.S. and is for an immediate start.
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.
Qualifications- 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.
The annualized base pay range for this role is expected to be between $200,000-250,000. Actual base pay could vary based on factors including but not limited to experience, subject matter expertise, geographic location where work will be performed, and the applicant's skill set. The base pay is just one component of the total compensation package for employees. Other components may include an annual cash bonus and a comprehensive benefits package.
