Director – Technology and Cloud Alliances

About the Role

We'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.

#LI-NS1