Director, OneVista Cloud GTM

Vista Equity Partners

. Own and scale Vista's GTM partnership with cloud partners, primarily AWS, across its portfolio of enterprise software companies .

Posted 9/21/2026full-timeRemote • United StatesLead💰 $200,000 - $250,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in managing AWS partnerships and go-to-market strategies, with a strong focus on building scalable operating models and performance metrics. Proven ability to influence stakeholders and drive measurable growth through strategic initiatives and data-driven insights.

Highest-signal resume keywords

AWS Partnership ManagementGo-To-Market StrategyAWS Marketplace EconomicsData Analysis and ReportingExecutive Communication

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Strategic AlliancesCloud PartnershipsEnterprise SaaSPerformance ScorecardsIncentive MechanicsCo-Sell MotionsProgram DesignOperating ModelsAI StrategiesBuyer Dynamics

Soft Skills

Influencing StakeholdersCross-Functional CollaborationRelationship BuildingAdvisory SkillsCommunication Skills

Tools & Technologies

AWSAWS MarketplaceData Cloud PlatformsPerformance Metrics ToolsCollaboration Software

Industry Keywords

Enterprise SoftwareCloud ComputingHyperscalerTechnology ServicesIncentive Capture

Tech Stack

Tools & technologies

AWSCloud

About the role

Key responsibilities & impact

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

What you’ll need

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

Comp & perks

Annual cash bonus
Comprehensive benefits package