Director, Cloud Alliances

Wso2 Llc; United States; On-site; USD 180,000 - 260,000; Full time

Job summary

WSO2 is seeking a strategic Director of Cloud Alliances to accelerate growth with AWS, Azure, and hyperscaler ecosystems. This leader will drive co-sell, co-marketing, and strategic alignment, translating cloud priorities into measurable pipeline and revenue.

You will build momentum with field sellers, develop joint GTM motions, and align technology strategy with business outcomes across AI, API, identity, and integration domains.

Qualifications

• 8+ years of experience in cloud alliances, cloud GTM, strategic partnerships, or ecosystem development.
• Demonstrated success building and scaling partnerships with AWS and/or Microsoft Azure.
• Strong understanding of enterprise cloud adoption patterns including cloud native, hybrid, and multi-cloud architectures.
• Experience driving co-sell motions and working directly with hyperscaler field organizations.
• Proven ability to create pipeline through partner ecosystems and strategic alliances.
• Experience leading co-marketing initiatives and joint campaigns.
• Strong executive communication and presentation skills.
• Ability to navigate both technical and business conversations with credibility.
• Experience working with enterprise software, SaaS, API, identity, integration, or AI-related technologies.

Responsibilities

• Cloud alliance strategy and execution across AWS and Azure with exposure to Google Cloud a plus.
• Drive joint go-to-market initiatives to increase WSO2 brand awareness in US enterprise market.
• Build strategic relationships with hyperscaler account teams, cloud solution architects, and partner managers.
• Align WSO2 solutions with AI, modernization, security, cloud native adoption, and hybrid architectures.
• Lead co-marketing initiatives such as webinars, content, events, and cloud-focused campaigns.
• Create compelling cloud-aligned messaging and calls-to-action that drive pipeline.
• Partner with marketing, product, sales, and cloud teams to amplify visibility.
• Drive measurable co-sell engagement with hyperscaler field organizations.
• Identify opportunities with GSIs and strategic partners; enable field teams on co-sell motions.

Skills

Cloud alliances

GTM execution

Partnership development

Executive communication

Hyperscale partnerships

Co-sell motions

AWS partnerships

Strategic storytelling

Job description

WSO2 is looking for a strategic and execution-oriented Director of Cloud Alliances to accelerate our growth across AWS, Microsoft Azure, and broader hyperscaler ecosystems. This role is responsible for driving co-sell, co-marketing, and strategic alignment initiatives that increase WSO2 awareness, create pipeline, and position WSO2 as a trusted partner for modern AI, API, identity, and integration architectures.

This is not a traditional partner management role focused solely on relationship maintenance. We are looking for a builder — someone who understands how to create momentum within cloud ecosystems, activate field sellers, develop joint go-to-market motions, and translate technology strategy into measurable pipeline and revenue impact

The ideal candidate has deep experience working with AWS and/or Microsoft, understands enterprise modernization trends around cloud, hybrid, and AI-driven architectures, and can confidently engage technical, business, and executive stakeholders

Key responsibilities

Cloud alliance strategy and execution

• Develop and execute North America cloud alliance strategies focused on AWS and Microsoft Azure, with exposure to Google Cloud considered a plus
• Drive joint go-to-market initiatives that increase WSO2 brand awareness and market presence in the US enterprise market
• Build strategic relationships with hyperscaler account teams, industry teams, cloud solution architects, partner development managers, and marketplace organizations
• Align WSO2 solutions with cloud provider priorities around AI, modernization, security, cloud native adoption, and hybrid architectures

Co-marketing and demand generation

• Lead co-marketing initiatives such as webinars, thought leadership content, executive events, workshops, and cloud-focused campaig
• Create compelling cloud-aligned messaging and calls-to-action that drive engagement and pipeline generation
• Partner closely with marketing, product, sales, and cloud partner teams to amplify market visibility

Co-sell and pipeline development

• Drive measurable co-sell engagement with hyperscaler field organisation
• Build relationships across cloud sales and technical communities to generate cloud-initiated pipeline opportunity
• Identify and develop strategic opportunities jointly with cloud providers and key Global Systems Integrators (GSIs) and Strategic SIs
• Enable and support field teams on cloud co-sell motions, marketplace strategies, and joint customer engagement model
• Collaborate on strategic account planning focused on enterprise modernization and AI transformation initiatives

Strategic messaging and technical alignment

• Position WSO2’s value proposition across AI governance, API management, identity, integration, application modernization, and hybrid/multi-cloud architectures
• Help position WSO2 as a strategic platform for organizations modernizing enterprise architectures while maintaining flexibility and openness
• Translate complex technical capabilities into business outcomes aligned with cloud priorities

Qualifications, skills, and relevant experience required

• 8+ years of experience in cloud alliances, cloud GTM, strategic partnerships, or ecosystem development
• Demonstrated success building and scaling partnerships with AWS and/or Microsoft Azure
• Strong understanding of enterprise cloud adoption patterns including cloud native, hybrid, and multi-cloud architectures
• Experience driving co-sell motions and working directly with hyperscaler field organizations
• Proven ability to create pipeline through partner ecosystems and strategic alliances
• Experience leading co-marketing initiatives and joint campaigns
• Strong executive communication and presentation skills
• Ability to navigate both technical and business conversations with credibility
• Experience working with enterprise software, SaaS, API, identity, integration, or AI-related technologies

Preferred experience

• working with AI governance, AI platforms, or enterprise AI adoption strategies
• Familiarity with cloud marketplaces and partner programs (AWS ISV Accelerate, AWS Marketplace, Microsoft Commercial Marketplace and Microsoft Solution Partner and Industry programs)
• Experience working with GSIs and strategic consulting partners
• Background in API management, identity, integration, Kubernetes, or cloud-native technologies
• Existing relationships within AWS or Microsoft field organizations strongly prefered