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VAST Data seeks a Director of Business Development to build and scale the NeoClouds business unit. This is a senior individual contributor role focused on developing strategic relationships with NeoCloud and GPU Cloud providers globally, identifying high-value partners, creating new routes to market, and structuring commercial relationships that turn emerging AI infrastructure providers into meaningful revenue and ecosystem partners.
You will operate as a builder in an emerging market, creating opportunities from the ground up. Responsibilities include identifying and prioritizing relationships with NeoClouds, GPU Cloud providers, AI infrastructure platforms, and emerging cloud service providers; developing opportunities from initial engagement through commercial strategy and revenue generation; defining go-to-market approaches including sell-to, sell-with, and joint solution opportunities; building and managing a pipeline of NeoCloud opportunities; establishing repeatable engagement models and commercial frameworks; developing trusted relationships with founders, CEOs, CROs, and infrastructure leaders; understanding partners' infrastructure and AI strategies to position VAST as a foundational component; orchestrating cross-functional alignment across Sales, Sales Engineering, Product, Engineering, Marketing, Finance, Legal, and executive leadership; and bringing market intelligence on NeoCloud business models, competitive dynamics, and technology trends back to inform VAST strategy.
Required qualifications include significant experience in business development, strategic partnerships, cloud infrastructure, or platform ecosystems; strong understanding of the emerging NeoCloud/GPU Cloud market and AI infrastructure delivery at scale; demonstrated ability to create business from zero—identifying opportunities, developing strategy, and converting to revenue; experience developing complex partnerships involving infrastructure, compute, storage, networking, cloud, data platforms, and AI; strong commercial instincts and deal-structure navigation; existing relationships across NeoClouds, GPU providers, AI companies, or the broader AI infrastructure ecosystem (highly valued); comfort engaging technical and business audiences from architects to C-level executives; resourcefulness and comfort operating without established playbooks; ability to influence cross-functional teams without direct authority; strong executive presence and communication skills; and ability to simplify complex technical and commercial concepts.
The ideal candidate has a founder mentality, intellectual curiosity, technical credibility, commercial aggressiveness, and creativity in partnership building. Success is measured by business created, not relationships maintained.
