Director, Technology and Cloud Alliances

This is a fully remote position, open to applicants in Canada.

📋 Description

• Develop and implement Ada's strategy for technology and cloud alliances, identifying and prioritizing partner relationships that will yield the most significant revenue and strategic benefits.

• Create and oversee co-selling and co-marketing initiatives with AWS, Google Cloud, and Microsoft Azure — including Marketplace listings, joint pipeline creation, and expedited partner-sourced deal processes.

• Manage relationships with essential technology partners (CRM, CCaaS, WFM, and related platforms), crafting joint solutions and integration go-to-market strategies.

• Generate measurable partner-sourced and partner-influenced pipeline, establishing targets and holding yourself responsible for revenue results.

• Act as the executive sponsor for key technology and cloud partnerships, formulating joint business plans with explicit revenue goals, success metrics, and executive alignment.

• Oversee the cloud marketplace strategy — ensuring that Ada is optimally positioned on AWS Marketplace, Azure Marketplace, and Google Cloud Marketplace, with appropriate listings, funding initiatives, and deal registration systems in place.

• Collaborate closely with Ada's sales, solutions, product, and marketing teams to weave the alliance strategy into field execution — ensuring that partners enhance Ada's reach rather than merely adding logos to our website.

• Establish and maintain rules of engagement between Ada's direct sales approach and partner-influenced deals, ensuring alignment and conflict-free interactions.

• Construct the business case for alliance investments — including ROI modeling, partner economics mapping, and presenting insights to leadership clearly and convincingly.

• Monitor alliance health and performance through dashboards and scorecards; leverage data to continuously prioritize efforts and identify emerging opportunities.

⛳️ Requirements

• 8+ years of experience in technology alliances, cloud partnerships, or business development, including at least 3–4 years managing hyperscaler relationships (AWS or Azure).

• Demonstrated success in driving co-sell revenue through cloud marketplace initiatives.

• Profound understanding of hyperscaler partner ecosystems, including the practical workings of funding programs, marketplace mechanics, and field incentives.

• Experience managing technology alliances with CRM, CCaaS, or enterprise software platforms (e.g., Salesforce, ServiceNow, Genesys, NICE, Zendesk).

• Proven history of consistently surpassing partner-driven revenue and pipeline goals.

• Robust enterprise sales experience, with a solid grasp of complex B2B buying cycles and the ability to convert partner relationships into closed revenue.

• Background in B2B SaaS, AI, or customer experience technology.

• In-depth understanding of cloud partner economics: marketplace fees, co-sell incentives, private pricing agreements, and how hyperscalers evaluate partner value.

• Capability to coordinate across various functions (sales, product, marketing, legal, finance) without direct authority, aligning individuals around a unified partner strategy.

• A commercial perspective — measuring success through pipeline and revenue rather than partner logos or MOU signings.

• A data-driven methodology to pipeline management, partner scoring, and forecasting.

• Excellent negotiation skills, particularly in framing co-sell agreements, joint go-to-market commitments, and partner program terms.

• Superior relationship-building abilities, with the patience to cultivate trust within large partner organizations over time.

🏝️ Benefits

• Unlimited Vacation: Recharge when you need to.

• Comprehensive Benefits: Extended health coverage, dental, vision, travel, and life insurance.

• Wellness Account: Empowering you to invest in your overall well-being and lifestyle.

• Employee & Family Assistance Plan: Resources to support you and your loved ones.

• Flexible Work Schedule: Balance your work and personal life.

• Remote-First, In-Person Friendly: Options to work from home or at our local hub.

• Learning & Development Budget: Invest in your long-term growth goals and skills.

• Work from Home Budget: Equipping you with the tools and support for a seamless remote work experience.

• Access to Cutting-Edge AI Tools: Work with the best AI tech stack in the industry.

• Hands-On with LLMs: Enhance your expertise in leveraging large language models.

• A Thriving Industry: Join the forefront of innovation in AI, shaping the future of technology.