WSO2

About the role
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 responsibilit
ies
Cloud alliance strategy and execution
<ul>
<li>Develop and execute North America cloud alliance strategies focused on AWS and Microsoft Azure, with exposure to Google Cloud considered a plus</li>
<li>Drive joint go-to-market initiatives that increase WSO2 brand awareness and market presence in the US enterprise market</li>
<li>Build strategic relationships with hyperscaler account teams, industry teams, cloud solution architects, partner development managers, and marketplace organizations</li>
<li>Align WSO2 solutions with cloud provider priorities around AI, modernization, security, cloud native adoption, and hybrid architectures</li>
</ul>
Co-marketing and demand generation
<ul>
<li>Lead co-marketing initiatives such as webinars, thought leadership content, executive events, workshops, and cloud-focused campaig</li>
<li>Create compelling cloud-aligned messaging and calls-to-action that drive engagement and pipeline generation</li>
<li>Partner closely with marketing, product, sales, and cloud partner teams to amplify market visibility</li>
</ul>
Co-sell and pipeline development
<ul>
<li>Drive measurable co-sell engagement with hyperscaler field organisation</li>
<li>Build relationships across cloud sales and technical communities to generate cloud-initiated pipeline opportunity</li>
<li>Identify and develop strategic opportunities jointly with cloud providers and key Global Systems Integrators (GSIs) and Strategic SIs</li>
<li>Enable and support field teams on cloud co-sell motions, marketplace strategies, and joint customer engagement model</li>
<li>Collaborate on strategic account planning focused on enterprise modernization and AI transformation initiatives</li>
</ul>
Strategic messaging and technical alignment
<ul>
<li>Position WSO2’s value proposition across AI governance, API management, identity, integration, application modernization, and hybrid/multi-cloud architectures</li>
<li>Help position WSO2 as a strategic platform for organizations modernizing enterprise architectures while maintaining flexibility and openness</li>
<li>Translate complex technical capabilities into business outcomes aligned with cloud priorities</li>
</ul>
Qualifications, skills, and relevant experience required
<ul>
<li>8+ years of experience in cloud alliances, cloud GTM, strategic partnerships, or ecosystem development</li>
<li>Demonstrated success building and scaling partnerships with AWS and/or Microsoft Azure</li>
<li>Strong understanding of enterprise cloud adoption patterns including cloud native, hybrid, and multi-cloud architectures</li>
<li>Experience driving co-sell motions and working directly with hyperscaler field organizations</li>
<li>Proven ability to create pipeline through partner ecosystems and strategic alliances</li>
<li>Experience leading co-marketing initiatives and joint campaigns</li>
<li>Strong executive communication and presentation skills</li>
<li>Ability to navigate both technical and business conversations with credibility</li>
<li>Experience working with enterprise software, SaaS, API, identity, integration, or AI-related technologies</li>
</ul>
Preferred experience
<ul>
<li>working with AI governance, AI platforms, or enterprise AI adoption strategies</li>
<li>Familiarity with cloud marketplaces and partner programs (AWS ISV Accelerate, AWS Marketplace, Microsoft Commercial Marketplace and Microsoft Solution Partner and Industry programs)</li>
<li>Experience working with GSIs and strategic consulting partners</li>
<li>Background in API management, identity, integration, Kubernetes, or cloud-native technologies</li>
<li>Existing relationships within AWS or Microsoft field organizations strongly prefered</li>
</ul>

Director, Cloud Alliances

Director, Cloud Alliances

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