Director of Technology and Cloud Alliances

Join Ada, a leading AI-powered customer experience platform, as the Director of Technology and Cloud Alliances. In this role, you will be responsible for building and managing high-impact partnerships with hyperscalers and key technology partners, driving measurable GTM outcomes, and integrating alliance strategy into field execution. You will have the opportunity to work in a fully remote environment with unlimited vacation, wellness account, extended health coverage, and a generous stock option plan.

• Definir y ejecutar la estrategia de alianzas tecnológicas y en la nube de Ada, identificando y priorizando las relaciones con los socios que tendrán el mayor impacto en los ingresos y la estrategia.
• Construir y gestionar programas de co-venta y co-marketing con AWS, Google Cloud y Microsoft Azure, incluyendo listados en el Marketplace, generación conjunta de pipeline y aceleración de acuerdos.
• Ser el patrocinador ejecutivo de las asociaciones estratégicas en tecnología y en la nube, desarrollando planes de negocio conjuntos con objetivos de ingresos claros, métricas de éxito y alineación ejecutiva.
• A commercial mindset — you measure success in pipeline and revenue, not partner logos or MOU signings
• Deep understanding of hyperscaler partner ecosystems, how funding programs, marketplace mechanics, and field incentives work in practice
• Data-driven approach to pipeline management, partner scoring, and forecasting
• Experience managing technology alliances with CRM, CCaaS, or enterprise software platforms (e.g. Salesforce, ServiceNow, Genesys, NICE, Zendesk)
• Ability to orchestrate across functions (sales, product, marketing, legal, finance) without direct authority, aligning people around a shared partner strategy
• Deep fluency in cloud partner economics: marketplace fees, co-sell incentives, private pricing agreements, and how hyperscalers measure partner value
• Strong negotiation skills, particularly in structuring co-sell agreements, joint GTM commitments, and partner program terms
• 8+ years in technology alliances, cloud partnerships, or business development, with at least 3–4 years managing hyperscaler relationships (AWS, or Azure)
• Experience in B2B SaaS, AI, or customer experience technology
• 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
• Proven track record driving co-sell revenue through cloud marketplace programs
• Strong enterprise sales background, you understand complex B2B buying cycles and know how to translate partner relationships into closed revenue
• History of consistently exceeding partner-driven revenue and pipeline targets