Director, Technology and Cloud Alliances
New
A
AdaAI Customer Service
Remote - CanadaFull-TimeDirector
Salary not disclosed
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Job Details
- Experience
- 8+ years in technology alliances, cloud partnerships, or business development, with at least 3–4 years managing hyperscaler relationships (AWS, or Azure).
- Required Skills
- AWSBusiness DevelopmentGCPMicrosoft Azure
Requirements
- 8+ years in technology alliances, cloud partnerships, or business development.
- At least 3–4 years managing hyperscaler relationships (AWS or Azure).
- Proven track record driving co-sell revenue through cloud marketplace programs.
- Deep understanding of hyperscaler partner ecosystems, funding programs, and field incentives.
- Experience managing technology alliances with enterprise software platforms (e.g., Salesforce, ServiceNow, Genesys, NICE, Zendesk).
- History of consistently exceeding partner-driven revenue and pipeline targets.
- Strong enterprise sales background with an understanding of complex B2B buying cycles.
- Experience in B2B SaaS, AI, or customer experience technology.
- Ability to orchestrate across functions (sales, product, marketing, legal, finance) without direct authority.
- Strong negotiation skills for structuring co-sell agreements and joint GTM commitments.
- Ability to travel approximately 25–35% for partner meetings and industry events.
Responsibilities
- Define and execute Ada's technology and cloud alliance strategy, prioritizing partnerships with high revenue and strategic impact.
- Manage co-sell and co-market programs with AWS, Google Cloud, and Microsoft Azure, including marketplace listings and joint pipeline generation.
- Own relationships with technology partners (CRM, CCaaS, WFM, and adjacent platforms) to develop joint solutions and GTM plays.
- Drive partner-sourced and partner-influenced pipeline, serving as executive sponsor for joint business plans.
- Coordinate cloud marketplace strategy to ensure proper listings, funding programs, and deal registration processes.
- Partner with sales, solutions, product, and marketing teams to integrate alliance strategy into field execution.
- Define and maintain rules of engagement between direct sales and partner-influenced deals to avoid conflict.
- Build business cases for alliance investments, modeling ROI and partner economics for leadership.
- Track alliance health using data-driven dashboards and performance scorecards.
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