Channel and Alliance Manager, Cloudinary
Cloud-based image & video management
Open for applications
Cloud-based image & video management
201-500 employees
Open for applications
201-500 employees
Company mission
To empower companies to deliver visual experiences that inspire and connect by unleashing the full potential of their media.
Role
Who you are
- 5+ years of proven quota success in a partner role working in successful tech-oriented B2B Saas companies. Experience working in fast-paced, high-growth organizations
- Familiarity and understanding of the EMEA software SI landscape
- Demonstrable history of closing partner sales deals directly and via partners at or above $1MM ARR
- Technically savvy with the ability to relate technical concepts to both non-technical people, and highly technical people
- Demonstrated ability to identify key partner prospects and convert into new partner revenue streams
- Ability to build strong relationships with decision-makers and C-level Executives, in large, complex, enterprise organizations
- Experience using Salesforce to track, develop, manage and report your progress
- Exceptional listener, highly empathetic to partner needs and perspectives
- B.A or Master’s degree required
- This will be an onsite hybrid position based out of Cloudinary’s London office
- 20 -25% travel expected (one week per month on average)
What the job involves
- Cloudinary is growing rapidly, and we’re seeking a Channel and Alliance Manager to play a key role in the Channels and alliance team and grow our presence in the partner ecosystem in the EMEA. Working closely with sales, marketing, customer success, and product teams, this individual will recruit, enable, nurture and support a network of partners to drive revenue. This position will report to the VP of Channel and Alliance
- Identify, recruit, enable and manage long-term relationships with channel and alliance partners (Regional SIs, VARs, Referral Partners, Tier 1 ISV partners etc.) to support business goals and to execute channel and Alliance strategies
- Develop a deep understanding of partner business models, needs, and challenges including an understanding of our mutual customers’ needs
- Drive consistent and predictable Partner bookings through joint business planning and ongoing partner enablement, working closely with the EMEA Sales team
- Develop a deep understanding of Cloudinary’s platform, service and offering in order to support channel partners in sales and integration efforts
- Create and drive the overall channel strategy and prioritization plan, strengthening Cloudinary’s position as the thought leader for DAM, image, and video management with Cloudinary’s partners in the region
- Formulate, implement and review nurturing and growth programs. Work with Cloudinary’s direct sales, customer success, and marketing teams to position Cloudinary & our partners within strategic opportunities
Salary benchmarks
Our take
As companies increasingly rely on their online presence, it is more important than ever for them to understand how their visuals affect engagement with audiences. That's where Cloudinary comes in, providing thousands of customers with the means to manage images and videos for websites and apps.
With video now being one of the most effective formats to influence purchasing decisions, it is clear that the company has bet on a trend which is set to continue well into the future. This forward thinking has enabled the company to secure large clients such as Forbes and Ted Baker.
Cloudinary's future success will depend on its ability to keep offering cutting-edge services. It is heading in the right direction, with the addition of shoppable videos and the launch of FinalTouch, its AI-powered platform that creates multiple unique product scenes from a single product shot.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Company HQ
Santa Clara, CA
Articles
Leadership
Itai Lahan
(Co-Founder & CEO)Also co-founded Newsodrome, a platform which delivers news in users' areas of interest.
Tal Lev-Ami
(Co-Founder & CTO)Co-founded Newsodrome with Itai. Also co-founded Ndivi, a software development outsourcing provider.
Nadav Soferman
(Co-Founder & CPO)Previously an independent R&D consultant.
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