Senior VP, Cloud Service Providers, North America

CAST, the Software Intelligence leader, is acknowledged by major enterprise customers around the world, most Global Systems Integrators, advisory firms, Microsoft, AWS and Google Cloud for the unique ability of its technology to automatically decipher custom-built applications and provide instant insights into their inner workings to help understanding, transforming, controlling their critical software.

CAST enjoys a triple-digit growth in the cloud migration & modernization use case, and expects the growth to keep going. CAST sells in all markets around the world, with half of its revenue in North America. We are looking for a Senior VP, Cloud Service Providers (CSPs), to drive the CSP-led growth in North America.

About CAST CAST leads the emerging market category of software intelligence. Its technology automatically deciphers custom-built applications and provides instant insights into their inner workings – from portfolio views, down to the finest application detail – whenever executives and practitioners need to know, improve, transform, or control their critical applications and database systems.

Backed by more than $200 million in R&D, CAST has gained unprecedented recognition in its category from the industry, including large organizations, e.g. in North America AT&T, MarshMcLennan, Broadridge, Capital One, 3M, the US Air Force; Global System Integrators such as Accenture, IBM or CGI; advisory firms such as BCG, Bain or E&Y and all the major Cloud Service Providers such as AWS, Microsoft Azure and Google Cloud.

Cloud 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” and accelerate considerably migration & modernization journeys.

AWS, Microsoft and Google Cloud, each saw value to accelerate migration & modernization to their clouds, and in particular to their PaaS services. 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 www.castsoftware.com/partners/aws

AI creates additional momentum in three ways: AI has been embedded into CAST products; AI augmentation of existing applications require adapting them, which itself drives CAST adoption; AI-powered code assistant leverage CAST insights about custom-developed applications that AI cannot figure out alone.

Your mission

Your mission is to generate CAST adoption and consumption by the US and Canada field organizations of our CSP partners and their respective ecosystem, leveraging the global programs CAST already established with CSPs at Corporate.

You will achieve this by:

- Developing a solid, partnering relationship with the leaders of the relevant US and Canada field organizations of the CSPs, including the Azure Application Innovation, Solution Assessment and Industry Solution Design teams at Microsoft; the Partner, WWSO Specialists and ProServe Migration & Modernization teams at AWS; the Application Modernization Solution Engineering teams at Google Cloud;

- Generating awareness and enabling the CSP field teams in North America and their local SI partner ecosystem about the business benefits of leveraging CAST;

- Partnering with CSP field teams to help them win their deals at their largest North American customers, generating a pipeline of customer engagements and a subsequent flow of orders through the CSP programs, which is the ultimate measure of your success;

- Generating success stories demonstrating the business value generated by CAST for the end-customer, the CSPs, the SI partners.

You will report to the Executive Vice President of Business Development at CAST Corporate and hold a dotted line to the CAST North America General Manager.

Prerequisites

We are looking for first for Type A builders / entrepreneurs / doers with profiles combining solid CSP knowledge and network, strong cloud and application development technical background, and high business development/sales appetite and energy.

· Mandatory: deep understanding of at least one CSP amongst AWS, Microsoft and Google Cloud (its services, business, organizations, programs, key stakeholders), acquired ideally by having worked 3 years at a CSP, otherwise at a SI or ISV partner having developed a strong partnership with at least one of the CSPs.

· Good understanding of cloud, how cloud migration projects work, what technologies and methodologies are involved, the challenges, the players.

· Good technical understanding how complex applications are custom-developed for large enterprises, maintained, modernized, on diverse technologies. Ideally, hands-on experience in application development & maintenance in former jobs in your career.

· At least seven 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 structured way.

· Able and comfortable to address senior executives at CSPs, and to execute hands-on tasks to support the business in a small and agile company like CAST.

· Any other skills and experiences will be considered with interest if they can contribute to the missions above one way or the other, as CAST values diversity of profiles.

Location

· US or Canada

· Work from CAST office (New York) and/or home, with some travel to CSP sites and events from time to time.

Salary Range of 230K to 270K variable commission, bonus, accelerators