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Director, Technology and Cloud Alliances

1 month, 2 weeks ago
Canada
Full-time
Lead
Partnerships Manager
Sales and Business Development
AWS Azure CRM GCP Salesforce
Apply Now
Ada

Ada

Ada is the world’s leading customer service automation company, providing an AI-powered platform for efficient customer service interactions globally.

Professional Services
251-1K
Founded 2016
$196M raised
View All Jobs 6

Description

  • Define and execute Ada's technology and cloud alliance strategy, prioritizing the highest-impact partner relationships.
  • Build and manage co-sell and co-market programs with AWS, Google Cloud, and Microsoft Azure, including Marketplace listings and deal acceleration efforts.
  • Own relationships with key technology partners and develop joint solutions and integration go-to-market plays.
  • Drive partner-sourced and partner-influenced pipeline and hold accountability for revenue outcomes.
  • Serve as executive sponsor for strategic partnerships and develop joint business plans with revenue targets and success metrics.
  • Coordinate cloud marketplace strategy across AWS Marketplace, Azure Marketplace, and Google Cloud Marketplace.
  • 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.
  • Build business cases for alliance investments, including ROI modeling and partner economics.
  • Track alliance health and performance using dashboards and scorecards to identify priorities and opportunities.

Requirements

  • 8+ years in technology alliances, cloud partnerships, or business development.
  • At least 3–4 years managing hyperscaler relationships such as AWS or Azure.
  • Proven track record driving co-sell revenue through cloud marketplace programs.
  • Deep understanding of hyperscaler partner ecosystems, funding programs, marketplace mechanics, and field incentives.
  • Experience managing technology alliances with CRM, CCaaS, or enterprise software platforms such as Salesforce, ServiceNow, Genesys, NICE, or Zendesk.
  • History of consistently exceeding partner-driven revenue and pipeline targets.
  • Strong enterprise sales background with experience in complex B2B buying cycles.
  • Experience in B2B SaaS, AI, or customer experience technology.
  • Deep fluency in cloud partner economics, including marketplace fees, co-sell incentives, and private pricing agreements.
  • Ability to orchestrate across sales, product, marketing, legal, and finance without direct authority.
  • Data-driven approach to pipeline management, partner scoring, and forecasting.
  • Strong negotiation skills for co-sell agreements, joint GTM commitments, and partner program terms.
  • Excellent relationship-building skills and patience to develop trust inside large partner organizations.
  • Approximately 25–35% travel is required to meet partners, attend events, and participate in offsites.

Benefits

  • Unlimited vacation.
  • Comprehensive benefits including extended health coverage, dental, vision, travel, and life insurance.
  • Wellness account.
  • Employee and Family Assistance Plan.
  • Flexible work schedule.
  • Remote-first, in-person friendly work environment.
  • Learning and development budget.
  • Work-from-home budget.
  • Access to cutting-edge AI tools and hands-on experience with LLMs.

Interested in this position?

Apply directly on the company website

Apply Now

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