VP Go-To-Market

About the role

• We seek an experienced and strategic Vice President of go-to-market to lead our cloud-focused partner ecosystem strategy and execution. This executive leadership role will be responsible for developing, managing, and expanding our channel partner network with specific emphasis on AWS and Google Cloud partnerships to drive revenue growth, increase market share, and enhance our competitive position. The ideal candidate will have a proven track record of building successful cloud-centric channel programs and partner relationships across diverse markets. This leader will also look at additional partnership opportunities with companies like Snowflake and Databricks.

What you'll do

• Develop and execute a comprehensive channel strategy focused on cloud service providers, particularly AWS and Google Cloud partnerships, while leveraging key distribution partners—primarily Ingram Micro—to scale reach and accelerate partner-driven growth.
• Build, lead, and mentor a high-performing channel partnerships team with specialized cloud expertise.
• Establish and manage strategic relationships with AWS and Google Cloud teams, including partner development managers, solution architects, and product teams.
• Navigate the AWS Partner Network (APN) and Google Cloud Partner Advantage programs to maximize our partnership benefits and tier status.
• Design and implement cloud-specific partner programs, including incentive structures aligned with AWS and Google Cloud marketplace economics
• Set and achieve channel revenue targets through cloud marketplaces and co-selling initiatives.
• Create and manage the annual channel budget with specific allocation for AWS and Google Cloud partnership investments.
• Develop joint go-to-market strategies and solution offerings with AWS and Google Cloud teams.
• Oversee partner technical enablement programs focused on our AWS and Google Cloud integrations.
• Collaborate with product, marketing, and sales teams to ensure alignment of cloud channel initiatives with overall business strategy.
• Analyze cloud marketplace performance metrics and optimize programs for maximum effectiveness.
• Represent the company at AWS and Google Cloud events, including Re:invent, Google Cloud Next, and partner summits
• Identify and pursue new cloud partnership opportunities that drive strategic advantage

Qualifications

• 10+ years of progressive experience in channel management, cloud partnerships, or related fields
• 5+ years in a senior leadership role managing AWS and/or Google Cloud partnership programs
• Proven track record of building and scaling successful partner ecosystems within cloud environments
• Deep understanding of AWS and Google Cloud partner programs, marketplace models, and co-selling approaches
• Technical knowledge of cloud architecture, services, and integration patterns
• Experience with AWS competency programs and/or Google Cloud specializations
• Exceptional leadership abilities with experience managing cross-functional teams
• Outstanding negotiation, communication, and presentation skills
• Strategic thinking with excellent analytical and problem-solving capabilities
• Experience with partner relationship management systems and cloud marketplace reporting tools
• Established relationships with key stakeholders at AWS and Google Cloud are preferred

Other Stuff

• Competitive salary and bonus structure
• Highly qualified candidates will be eligible for stock options
• Excellent benefits package including Health Insurance, Dental Insurance, Vision insurance, Short-term/Long-term insurance, Life Insurance, 401k with employer matching, and other wellness programs
• 100% work-from-home and great work life balance
• Must be authorized to work in the U.S. (e.g., US citizen or permanent resident)