About the RoleWe're seeking an experienced Director of Technology and Cloud Alliances to own and grow Ada's most strategic ecosystem relationships. You'll be responsible for building high-impact partnerships with hyperscalers (AWS & Microsoft Azure) and key technology partners, turning these alliances into a meaningful source of pipeline, revenue, and product differentiation.
You'll be a commercial alliance leader who knows how to navigate large partner organizations, align internal teams, and drive measurable GTM outcomes. You thrive at the intersection of enterprise sales, AI/CX technology, and cloud ecosystem strategy, and you know how to make partnerships work beyond the press release.
Impact- Define and execute Ada's technology and cloud alliance strategy, identifying and prioritizing the partner relationships that will have the greatest revenue and strategic impact.
- Build and manage co-sell and co-market programs with AWS, Google Cloud, and Mcrosoft Azure - including Marketplace listings, joint pipeline generation, and partner-sourced deal acceleration.
- Own relationships with key technology partners (CRM, CCaaS, WFM, and adjacent platforms), developing joint solutions and integration go-to-market plays.
- Drive measurable partner-sourced and partner-influenced pipeline, setting targets and holding yourself accountable to revenue outcomes.
- Serve as executive sponsor for strategic technology and cloud partnerships, developing joint business plans with clear revenue targets, success metrics, and executive alignment.
- Coordinate cloud marketplace strategy - ensuring Ada is well-positioned on AWS Marketplace, Azure Marketplace, and Google Cloud Marketplace, with the right listings, funding programs, and deal registration processes in place.
- Partner closely with Ada's sales, solutions, product, and marketing teams to integrate alliance strategy into field execution - ensuring partners amplify Ada's reach, not just add logos to the website.
- Define and maintain rules of engagement between Ada's direct sales motion and partner-influenced deals, keeping both sides aligned and conflict-free.
- Build the business case for alliance investments - modeling ROI, mapping partner economics, and presenting recommendations to leadership with clarity and rigor.
- Track alliance health and performance using dashboards and scorecards; use data to continuously prioritize effort and surface emerging opportunities.
About You- 8+ years in technology alliances, cloud partnerships, or business development, with 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, how funding programs, marketplace mechanics, and field incentives work in practice.
- Experience managing technology alliances with CRM, CCaaS, or enterprise software platforms (e.g. Salesforce, ServiceNow, Genesys, NICE, Zendesk).
- History of consistently exceeding partner-driven revenue and pipeline targets.
- Strong enterprise sales background, you understand complex B2B buying cycles and know how to translate partner relationships into closed revenue.
- Experience in B2B SaaS, AI, or customer experience technology.
- Deep fluency in cloud partner economics: marketplace fees, co-sell incentives, private pricing agreements, and how hyperscalers measure partner value.
- Ability to orchestrate across functions (sales, product, marketing, legal, finance) without direct authority, aligning people around a shared partner strategy.
- A commercial mindset - you measure success in pipeline and revenue, not partner logos or MOU signings.
- Data-driven approach to pipeline management, partner scoring, and forecasting.
- Strong negotiation skills, particularly in structuring co-sell agreements, joint GTM commitments, and partner program terms.
- Excellent relationship-building skills with the patience to develop trust inside large partner organizations over time.
Some travel required (approximately 25-35%) to meet with partners, attend cloud summits and industry events, and participate in company offsites.
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Benefits & PerksAt Ada, you'll not only build extraordinary products but also thrive in an environment designed for your success. We prioritize your well-being, growth, and work-life balance. Here's what we offer:
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.
Perks- 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.
The above Benefits and Perks only apply to full-time, permanent employees.
