About the Role:
We are seeking a senior operator to own our relationship with our largest, most critical strategic cloud ecosystem account. This sits at the intersection of enterprise architecture, commercial growth, and AI-native execution. You will not manage a broad, transactional book of hundreds of accounts; you will own a deeply strategic, high-value footprint (scaling rapidly into millions in ARR) where you act as the primary accountable advocate, technical orchestrator, and commercial expansion driver. What You’ll DoOwn the Strategic Relationship: Serve as the primary point of contact and trusted advisor across key technical and commercial stakeholders within our flagship cloud provider account, driving adoption, retention, and multi-division expansion. Orchestrate Technical Adoption: Partner closely with internal application engineering and product teams to translate developer workflows, low-latency speech-to-text (STT), text-to-speech (TTS), and audio intelligence requirements into production success inside the customer's ecosystem. Drive Commercial Upside: Identify, scope, and operationalize expansion vectors across high-impact business units (e.g., healthcare, automated agent workflows, high-throughput voice infrastructure).Build Operational Leverage: Dogfood and extend an AI-native operating model—building lightweight internal tools, automated workflows, or assistant agents that eliminate recurring operational friction. What We’re Looking ForDeep Strategic Ownership: Proven track record personally owning a small, high-density book of Fortune-500-caliber accounts or strategic ecosystem partnerships (typically 2–6 named entities max, not a high-volume mid-market or SMB portfolio). ARR/impact scale of $500K+ per relationship. Decision Rights & Accountability: Demonstrable history of setting relationship strategy, driving cross-functional alignment, and owning escalations end-to-end rather than routing issues upward. Technical & Commercial Fluency: Comfortable navigating API architectures, developer workflows, and technical tradeoffs. You don't write production code or run raw engineering demos for this seat (application engineering backstops deep technical delivery), but you can speak the language fluently. AI-Native Operator: You don’t just use LLMs for passive search or summarization—you have built, shipped, and maintained a script, agent, or workflow that genuinely removed recurring work. Huge Bonus / Differentiator: Direct background with CCaaS, voice-agent, or telephony platforms (Amazon Connect, Twilio, Genesys, Five9, Talkdesk, NICE).Ecosystem Exposure (Bonus): Familiarity with hyperscaler co-sell, Marketplace mechanics, or enterprise alliance motions (AWS, GCP, Azure), though we prioritize strategic account capability over generic cloud logo history. Background Archetypes That Tend to Scale Here Partner Development / Alliances Directors with direct personal attribution Strategic / Key Account Managers managing concentrated enterprise footprints Technical Account Managers (TAMs) or Partner Solutions Architects who exhibit heavy commercial/strategic decision-making autonomy rather than supporting-cast execution
