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 Independent
Software Vendors (ISVs), SaaS providers, and technology ecosystem partners.
This role will lead initiatives to build, scale, and monetize the ISV partner
ecosystem on our cloud platform driving joint go-to-market strategies,
accelerating partner-led revenue, and enhancing our platforms value
proposition across industries.

You will work cross-functionally with product management,
sales, pre-sales, marketing, and alliance teams to identify high-potential
ISVs, co-create cloud-native solutions, and develop partnership frameworks that
expand 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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