Senior Director, Technology Alliances - GCP

VAST Data is looking to add a Senior Director, Technology Alliances - GCP to our growing team!

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.

"VAST's 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.

In this role, you can expect to grow both your skills & work experience significantly. This is a great opportunity to be a part of one of the fastest-growing startups of all time.

THE ROLE

The Senior Director of Technology Alliances, Google Cloud, will be responsible for leading and expanding VAST Data's strategic engagement with Google Cloud. 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 GCP, and a proven track record of managing high-impact strategic partnerships.

Key Responsibilities:

Alliance Leadership:

• Own and drive the strategic relationship with Google Cloud, ensuring alignment on business objectives and joint initiatives.
• Identify and develop opportunities to integrate VAST Data's storage solutions with GCP services, with a focus on AI, ML, and data-intensive workloads.
• Lead the creation of joint solutions that deliver unique value to customers and strengthen the VAST Data-GCP partnership.

Go-to-Market Strategy (GTM):

• Develop and execute joint GTM strategies in collaboration with VAST Data's marketing, sales, product management, and engineering teams.
• Oversee the planning and execution of joint marketing programs, campaigns, and industry events to accelerate market traction.
• Build compelling joint customer success stories and case studies to showcase the value of VAST Data-GCP solutions.

Sales Enablement & Revenue Growth:

• Equip VAST Data and Google Cloud sales teams with the necessary training, resources, and sales tools to drive customer adoption.
• Cultivate strong relationships with Google Cloud field sales teams to enable co-selling and drive joint opportunities.
• Drive and track revenue growth, ensuring alignment with Google Cloud’s priorities and target industries.

Partnership Expansion & Performance Management:

• Define and monitor key performance metrics, including pipeline growth, revenue contribution, and market expansion.
• Negotiate and manage partnership agreements, ensuring long-term success and scalability of joint initiatives.
• Stay up to date with Google Cloud’s evolving product roadmap and initiatives to identify new collaboration opportunities.

Stakeholder Engagement & Executive Advocacy:

• Serve as the internal champion for the VAST Data-GCP partnership, ensuring executive alignment and internal buy-in.
• Provide regular reports and insights to senior leadership on partnership performance and strategic growth opportunities.
• Foster and maintain executive-level relationships within Google Cloud to drive deeper collaboration and strategic engagement.

• 10+ years of experience in strategic alliances, business development, or partner management, with a strong focus on cloud computing.
• Understanding of Google Cloud Platform (GCP) and experience working within or closely with Google Cloud 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.

Other Attributes:

• 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.

NICE TO HAVE

• Experience working in the data storage industry.
• Experience working within or closely with other cloud providers (AWS or Azure).
• Familiarity with modern data center technologies and architectures.