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 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 campaigns.
- 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 organizations.
- Build relationships across cloud sales and technical communities to generate cloud-initiated pipeline opportunities.
- 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 models.
- 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 preferred.
In Addition to a Competitive Compensation Package, WSO2 Offers:
- A work culture and environment where we value both hard work AND flexibility.
- Ongoing training, coaching, and mentoring.
- Education reimbursement for professional qualifications and courses.
- A generous vacation/leave plan that fits your needs.
- Health insurance for you and your family.
- 401K matching.
Diversity Drives Innovation:
We've built our business on a commitment to diversity and inclusion. We believe it's important to foster an environment that values and respects each individual's strengths, perspectives, and ideas. Doing so not only drives innovation; it also ensures that we can create superior experiences for our customers, partners, and employees worldwide. We value the diversity of our team regardless of race, ethnicity, religion,