VP​/Director - Cloud Service Provider Sales

Position: VP / Director - Cloud Service Provider Sales
Location: Bengaluru

About CAST
Businesses move faster using CAST technology to understand, improve, and transform their software. Through semantic analysis of source code, CAST produces 3D maps and dashboards to navigate inside individual applications and across entire portfolios. This intelligence empowers executives and technology leaders to steer, speed, and report on initiatives such as technical debt, GenAI, modernization, and cloud. As the pioneer of the software intelligence field, CAST is trusted by the world's leading companies and governments, their consultancies and cloud providers.

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CAST and Cloud Service Providers (CSPs)
Cloud migration & modernization is one of the fastest growing use cases of CAST: the insights automatically generated by CAST about hundreds of custom-developed applications and tens of millions of lines of code in a week allow unblocking 'analysis paralysis', accelerating considerably planning of initial migration & modernization journeys to cloud, and then continuous application optimization on cloud.
AWS, Microsoft and Google Cloud, each saw value to accelerate migration & modernization to their clouds, and in particular to modernize to their managed cloud-native services, which provides higher value for customers and CSPs alike than plain lifts-and-shifts. They each built global ad hoc partnerships with CAST under which they recommend CAST, embedded its technology in their migration & modernization programs and fund it for use by their own teams and their system integrator partners (SIs) at hundreds of their customers around the world.

See for example
AI creates additional momentum in three ways: AI has been embedded into CAST products to augment their own software intelligence features; AI augmentation of existing applications requires adapting and modernizing them, which itself drives CAST adoption; AI-powered code assistants and migration & modernization tools leverage CAST insights about custom-developed applications that AI cannot figure out alone. By means of example, in June 2025, AWS announced the integration of CAST with its new AWS Transform product.

Your mission
Your mission is to  generate CAST adoption and consumption  in field organizations of AWS or Microsoft, leveraging the global programs with CSPs established by the global CAST Partner team.
You will achieve this by:
Developing a solid, partnering relationship with the leaders of the field sales and pre-sales organizations of AWS or Microsoft, in particular the migration & modernization specialists, such as the EAMM organization of AWS, or the Cloud & AI Platforms organization of Microsoft;
Generating awareness and enabling the AWS or Microsoft field teams and their local SI partner ecosystem about the business benefits of leveraging CAST;
Partnering with AWS or Microsoft field teams to help them win their deals at their largest customers, generating a pipeline of customer engagements and a subsequent flow of CAST orders through the CSP global funded programs in place, which is the  ultimate measure of your success .
Generating success stories demonstrating the business value generated by CAST for the end-customers, AWS or Microsoft, the SI partners.
You will report directly to the Senior Vice President of Channel business at CAST APJ.

Prerequisites
We are looking for profiles who are entrepreneurs/builders of new businesses at heart, like the challenge of being part of a mission to create a new market category. These profiles should also combine solid understanding of AWS or Microsoft, a strong personal network with senior decision makers at AWS or Microsoft, strong cloud and application development background, and high business development/sales appetite and energy.

Mandatory domain knowledge requirements:
Deep understanding of either AWS or Microsoft (its services, business, organization, programs) and a personal network with senior decision makers in the AWS or Microsoft field sales & pre-sales organization, ideally in the field of migration & modernization, e.g. in migration & specialist organizations of AWS or Microsoft, or the direct and partner sales organizations, acquired ideally by having worked 3+ years in such organization at AWS or Microsoft.
Good understanding of the migration & modernization cloud domain, the technologies and methodologies involved, the challenges, the players.
Good understanding of the domain of custom-developed applications for large enterprises, on diverse technologies, acquired ideally e.g. through hands-on experience in application development & maintenance sales or technical roles in former jobs in your career.

General requirements:
Overall 15+ years of experience in Sales /BD from CSP background mandatory.
At least five years of experience in the above domains.
High sales and deal closing appetite.
Given the large size of CSPs, their complex organizations and their highly programmatic ways of working, ability to digest a large amount of information, pay attention to details, work in a highly…