āØ AI Insights & Summary
Ada presents a compelling opportunity for a seasoned Director of Technology and Cloud Alliances to spearhead strategic partnerships within the burgeoning AI customer service sector. This role is pivotal in cultivating high-impact relationships with hyperscalers like AWS and Microsoft Azure, transforming alliances into significant drivers of pipeline, revenue, and product innovation. The position offers a unique chance to shape the future of AI in customer service, working with a well-funded, pioneering company that values individual growth and continuous improvement.
About Ada
Ada is a leading AI customer service company dedicated to making customer service extraordinary. Founded in 2016, Ada leverages AI agent management technology to enable enterprise companies to deliver instant, proactive, personalized, and effortless customer experiences. With over $250M in funding and a track record of powering billions of interactions for major brands, Ada is at the forefront of AI transformation in customer service. Our values are rooted in driving progress and continuous improvement, making it an ideal environment for ambitious individuals eager to grow.
About the Role
We are seeking an experienced Director of Technology and Cloud Alliances to own and expand Ada's most strategic ecosystem relationships. You will be responsible for building high-impact partnerships with hyperscalers (AWS & Microsoft Azure) and key technology partners, converting these alliances into a substantial source of pipeline, revenue, and product differentiation. This role requires a commercial alliance leader adept at navigating large partner organizations, aligning internal teams, and driving measurable Go-To-Market (GTM) outcomes. You will excel at the intersection of enterprise sales, AI/CX technology, and cloud ecosystem strategy.
Your Impact
- Define and execute Ada's technology and cloud alliance strategy, prioritizing partner relationships for maximum revenue and strategic impact.
- Develop and manage co-sell and co-market programs with AWS, Google Cloud, and Microsoft Azure, including Marketplace listings and joint pipeline generation.
- Own relationships with key technology partners (CRM, CCaaS, WFM, etc.), creating joint solutions and GTM plays.
- Drive measurable partner-sourced and partner-influenced pipeline, setting and achieving revenue targets.
- Act as an executive sponsor for strategic partnerships, developing joint business plans with clear targets and metrics.
- Coordinate cloud marketplace strategy across AWS, Azure, and Google Cloud Marketplaces.
- Collaborate with Ada's sales, solutions, product, and marketing teams to integrate alliance strategy into field execution.
- Define and maintain clear rules of engagement between direct sales and partner-influenced deals.
- Build the business case for alliance investments, modeling ROI and presenting recommendations to leadership.
- Track alliance health and performance using data-driven dashboards and scorecards.
About You
- 8+ years in technology alliances, cloud partnerships, or business development, with 3-4 years managing hyperscaler relationships (AWS or Azure).
- Proven track record of 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 (e.g., Salesforce, ServiceNow, Genesys, NICE, Zendesk).
- History of consistently exceeding partner-driven revenue and pipeline targets.
- Strong enterprise sales background, understanding complex B2B buying cycles.
- Experience in B2B SaaS, AI, or customer experience technology.
- Deep fluency in cloud partner economics (marketplace fees, co-sell incentives, private pricing agreements).
- Ability to orchestrate cross-functional teams without direct authority.
- A commercial mindset focused on pipeline and revenue.
- Data-driven approach to pipeline management, partner scoring, and forecasting.
- Strong negotiation skills.
- Excellent relationship-building skills.
Approximately 25-35% travel is required.
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Benefits & Perks
At Ada, we offer a supportive environment designed for your success, prioritizing well-being, growth, and work-life balance.
Benefits
- Unlimited Vacation
- Comprehensive Benefits (Health, Dental, Vision, Travel, Life Insurance)
- Wellness Account
- Employee & Family Assistance Plan
Perks
- Flexible Work Schedule
- Remote-First, In-Person Friendly
- Learning & Development Budget
- Work from Home Budget
- Access to Cutting-Edge AI Tools
- Hands-On with LLMs
- Thriving Industry: Be at the forefront of AI innovation.
Note: Benefits and Perks apply to full-time, permanent employees. AI tools may be used in recruitment for support, but all hiring decisions are made by our team.