VP, GSI market NA

CAST Software•North East, NY

16h•Hybrid

About The Position

Businesses move faster with CAST to understand, improve, and transform their software. Through semantic analysis of source code, CAST generates dashboards and 3D maps that help executives, technologists, and AI agents navigate inside applications and across application portfolios. This intelligence enables organizations to reduce technical debt, accelerate modernization, optimize for cloud platforms, and unlock AI across the software lifecycle. As the software intelligence pioneer, CAST is trusted by the world’s leading companies, governments, GSI’s, consultancies, and cloud providers. See it at castsoftware.com. Your mission Your mission is to drive the CAST business and revenue generation with a select list of GSI’s (those that are typically considered the Indian GSI’s such as Infosys, Cognizant, HCL, TechM, LTM) in North America. This business comes in 2 flavors: 1) the inclusion of CAST into deals that GSI’s close with end clients (sell to) and 2) end clients buying directly from CAST as a result of the open and client facing collaboration between CAST and GSI’s. The key to mission success is to build and develop productive relationships with North America market leaders within GSIs and to convert those relationships into buyers for you to close deals on an ongoing basis with GSI’s. To achieve your mission, you will need to: Establish yourself as the SPOC from CAST in the eyes of the North America GSI execs (GEO leads, vertical/market leads, solutioning leads, account execs/partners) Ensure that GSI’s understand and adopt the CAST + AI positioning in their GTM and their solutioning/presentations to clients locally Support client teams in their pursuits with clients (accompany them, provide materials, and ensure demo’s are provided as needed to end clients) Productively and efficiently leverage the broader CAST team in support of your efforts (presales, customer success in particular) Work in lockstep with the global CAST leads for the GSI’s you are managing in North America (for some of the GSI’s in your territory, you will be responsible to get available software capacity purchased centrally by GSI being consumed in local deals) Build GSI internal and public facing case studies with your GSI’s. This includes but isn’t limited to getting mentions in Linkedin posts, publicly consumable case studies and white papers Immediately internalize CAST positioning as it relates to our GSI business (business and technical) Close business per plan

Requirements

We are looking for a Type A builder/doer who is keen to roll up his sleeves to make CAST top of mind for the hundreds of North America client teams of GSI’s in your territory. This is a high intensity job which requires a mix of executive presence on your part and a focus on execution and ongoing selling/deal flow.
Intimate understanding of the US/Canada applications business of a least two among Infosys, Cognizant, HCL, TechM, and LTM
Strong 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
Deep knowledge of how GSI’s are selling, solutioning, delivery applications projects (cloud, modernization, management). Deep understanding of how and why GSI’s are leveraging AI in delivery
Strong understanding of how GSI’s are working with AWS, Microsoft and Google Cloud
Demonstrable high sales and deal closing appetite as well as team player attitude
Given the large size of GSI’s with 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 GSI’s, 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

Nice To Haves

MBA preferred

Responsibilities

Establish yourself as the SPOC from CAST in the eyes of the North America GSI execs (GEO leads, vertical/market leads, solutioning leads, account execs/partners)
Ensure that GSI’s understand and adopt the CAST + AI positioning in their GTM and their solutioning/presentations to clients locally
Support client teams in their pursuits with clients (accompany them, provide materials, and ensure demo’s are provided as needed to end clients)
Productively and efficiently leverage the broader CAST team in support of your efforts (presales, customer success in particular)
Work in lockstep with the global CAST leads for the GSI’s you are managing in North America (for some of the GSI’s in your territory, you will be responsible to get available software capacity purchased centrally by GSI being consumed in local deals)
Build GSI internal and public facing case studies with your GSI’s. This includes but isn’t limited to getting mentions in Linkedin posts, publicly consumable case studies and white papers
Immediately internalize CAST positioning as it relates to our GSI business (business and technical)
Close business per plan

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