Channel and Alliances Director

Cloudinary is the leading provider of media management solutions, powering the trusted, award-winning visual experiences for many of your favorite brands. Cloudinary is the de facto media platform standard for developers and brand managers looking to upload, store, transform, manage, and deliver images and videos online. With over 60 billion assets managed, up to 2000 pieces of content processed by algorithms each second, and a $2Billion valuation, Cloudinary is quickly becoming the visual media layer of the Internet.  We are at an exciting stage, rapidly expanding our product offering, entering new market segments, extending the customer base, and featuring over 10,000 customers including household names like Bombas, Levi's, NBC, Neiman Marcus, Minted, and Peloton. 

We offer a values-driven, supportive environment in which you will constantly learn and evolve; a place where your ideas will be embraced and pursued. We are proud of our collaborative, and growth-minded work culture, being included in the Forbes Cloud 100 for the last four years, and being a multi-time winner of many “Best Place to Work” awards.

Cloudinary is seeking a Channel and Alliances Director to serve as a key Channels and Alliances team member and help build a large ecosystem of SI and Tech partners in North America. This person will recruit, enable, and support a network of SI and tech partners to drive partner-sourced and influenced revenue working closely with sales, partner marketing, Ops & Stratetgy, and product. This position will report to the Senior Channels & Alliances Director.

• Identify, recruit, enable, and manage long-term relationships with partners (Global/ Regional SIs, Digital Agencies, ISVs, etc.) to support business goals and execute channel strategies
• Drive consistent and predictable repeatable partner bookings through joint business planning and ongoing partner enablement
• Carry a revenue quota for enterprise sales through channel partners to establish a long-term, repeatable framework for new opportunity generation, customer growth, and increased win ratio
• Develop a deep understanding of Cloudinary’s platform, service, and offering to support channel partners in sales and integration efforts
• Create and drive overall partner strategy and prioritization plan for coverage area
• Effectively position Cloudinary as the thought leader for rich media( image and video)  management across partner organizations, while leveraging internal & external resources
• Formulate, implement, and review nurturing and growth programs
• Work in tandem with the US Business Development Representative (BDR) and partner enablement leading to continually improving the partner experience from end to end
• Work with Cloudinary’s direct sales and customer success teams to position Cloudinary & our partners within strategic opportunities
• Design, launch and manage a metrics-driven partner prospecting & nurture process for a large funnel of inbound/outbound partner leads
• Up to 30% of travel is requested.

• 7+ years experience in one or more of the following areas: business development, partner development, business strategy, and SaaS Sales is required
• Proven track record in identifying, building, and managing complex business partnerships that involve revenue generation and product integration, developer to the C-suite
• Proven successful experience working with partners in eCommerce/Web/ DXP/ CMS/ PIM SaaS companies is a plus
• Demonstrable history of closing partner sales deals directly and via the channel at or above $1MM ARR.
• High degree of initiative, resourcefulness, self-motivation, and strategic thinking with strong analytic skills and technology background
• Entrepreneurial and growth mindset
• Exceptional written and verbal communication skills.

#LI-GC1

We have you in mind, as an employee you will experience many benefits, including:

Awesome technology

Top-talent peers

100% sponsored medical, dental, and vision plans

Matching 401k program

Robust vacation policy

Annual development stipend

Catered lunches or a food stipend

Cloudinary is proud to be an equal-opportunity employer dedicated to pursuing a diverse workforce.