Director, Cloud Alliances

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

• 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