Define a target list of potential partners spanning IT infrastructure providers to industry-specific solution providers and beyond.
Drive partnership pursuits by articulating and advocating the value proposition of the VAST Data Platform within the partners' products and solutions, fostering mutual business growth.
Lead negotiations of agreements and contracts with identified partners, encompassing framework agreements and commercial terms.
Oversee and guide a cross-functional team, including collaboration with architects and engineering, to develop and validate the joint offering alongside the partner.
Define clear roles and responsibilities of the joint offering with the partner, covering the entire Go-To-Market (GTM) motion from marketing to sales to support.
Act as the primary liaison within VAST Data for the partner, ensuring a seamless launch and, if needed, transitioning to a dedicated alliance sales team.
Effectively communicate the value proposition of the joint solution/offering to internal stakeholders and external parties through high-level messaging.