Associate Vice President - Cloud - Products

About The Company

VayuCloud ISV Business Development Leader

Key Responsibilities

• Identify, onboard, and nurture strategic ISV partners aligned with our cloud, PaaS, and AI platform roadmap.
• Develop a comprehensive ISV ecosystem strategy that aligns with business priorities and revenue targets.
• Drive co-sell, co-build, and co-market initiatives with ISVs across priority verticals (e.g., BFSI, Manufacturing, Retail, Govt.).
• Negotiate and manage strategic alliance agreements, business models, and joint GTM plans.
  

• Own ISV-sourced and influenced revenue targets.
• Build and execute scalable ISV GTM programs in partnership with sales and marketing teams.
• Create repeatable sales motions and solution playbooks for ISV-based offerings.
• Lead joint account planning and pipeline acceleration with Cloud sales teams.
  

• Drive ISV onboarding onto our cloud marketplace and ensure seamless integration, deployment, and scalability.
• Collaborate with technical teams to ensure ISVs leverage our PaaS, AI/ML, data, and API services effectively.
• Partner with product management and solution architects / pre-sales teams to identify and co-develop industry-specific cloud solutions.
• Represent the ISV ecosystem voice in product planning and roadmap discussions.
  

• Represent the company at industry forums, ISV councils, and ecosystem events.
• Build brand presence through joint marketing campaigns, webinars, and case studies.
• Maintain a strong understanding of market trends, ISV business models, and competitive landscapes.
  

Qualifications & Experience

• 10–15 years of experience in cloud, SaaS, or technology partnerships — with at least 5+ years leading ISV alliances or ecosystem development.
• Proven success in building ISV ecosystems for hyperscale or regional cloud providers (AWS, Azure, GCP, IBM Cloud, Oracle, or equivalent).
• Strong business acumen in SaaS monetization, cloud GTM models, marketplace strategy, and partner economics.
• Experience in enterprise sales, partner management, or alliances with a measurable revenue impact.
• Excellent negotiation, relationship management, and cross-functional leadership skills.
• Deep understanding of cloud-native architectures, APIs, and PaaS services preferred.
  

Key Attributes

• Strategic thinker with execution bias and entrepreneurial drive.
• Excellent communicator and influencer across senior internal and partner stakeholders.
• Passionate
  

About Building Ecosystems, Scaling Partnerships, And Creating New Revenue

• Data-driven and outcomes-oriented with a collaborative mindset.
  

Success Metrics

• ISV-sourced and influenced revenue growth.
• Number of active ISV partnerships and marketplace listings.
• Adoption of ISV-led solutions by enterprise customers.
• Acceleration of joint GTM pipeline and partner satisfaction scores.