Director, Technology and Cloud Alliances

Ada

Director of Technology and Cloud Alliances at Ada, managing key partnerships for AI-driven customer service solutions. Leading cloud alliance strategy with hyperscalers to enhance business growth.

Posted 6/22/2026full-timeRemote • 🇨🇦 CanadaLeadWebsite

Tech Stack

Tools & technologies

AWSAzureCloudServiceNow

About the role

Key responsibilities & 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 Microsoft 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.

Requirements

What you’ll need

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.

Benefits

Comp & perks

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.
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.

ATS Keywords

✓ Tailor your resume

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

cloud partnershipsbusiness developmentco-sell revenuehyperscaler relationshipstechnology alliancesB2B SaaSAI technologycustomer experience technologypipeline managementnegotiation

Soft Skills

relationship-buildingcommercial mindsetdata-driven approachorchestration across functionspatienceaccountabilityexecutive alignmentclarity in communicationstrategic thinkingteam collaboration