General Manager - Cloud - Products

Vayu
Cloud ISV Business Development Leader

We are seeking a highly driven and strategic Cloud ISV
Business Development Leader to spearhead our engagement with IndependentSoftware Vendors (ISVs), SaaS providers, and technology ecosystem partners.This role will lead initiatives to build, scale, and monetize the ISV partnerecosystem on our cloud platform driving joint go-to-market strategies,accelerating partner-led revenue, and enhancing our platforms valueproposition across industries.

You will work cross-functionally with product management,
sales, pre-sales, marketing, and alliance teams to identify high-potentialISVs, co-create cloud-native solutions, and develop partnership frameworks thatexpand our marketplace offerings and enterprise adoption.

Key Responsibilities:

Strategic Partnership & Ecosystem Development

• 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.

Revenue Growth & GTM Execution

• 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.

Ecosystem Enablement & Platform Adoption

• 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.

Thought Leadership & Market Presence

• 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:

• 1015
  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 pathways.
• 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.

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