Director, Technology and Cloud Alliances

Location: Remote - Canada

Department: Revenue

About the Role

Were seeking an experienced Director of Technology and Cloud Alliances to own and grow Adas most strategic ecosystem relationships. Youll 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.

Youll 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 Adas 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 Adas sales, solutions, product, and marketing teams to integrate alliance strategy into field execution — ensuring partners amplify Adas reach, not just add logos to the website.
• Define and maintain rules of engagement between Adas 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, , 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