Channel and Alliances Director, Cloudinary
ISV, North America
Travel: Up to 30%
Cloud-based image & video management
Open for applications
Cloud-based image & video management
201-500 employees
Open for applications
Travel: Up to 30%
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
- 7+ years of experience in business development, partner management, or SaaS alliance leadership - preferably with a focus on ISV and technology partnerships
- Proven success in building OEM, embedded, resell, or co-sell partnerships that drive measurable ARR. Meeting and achieving annual targets of +1M$ partner sourced/reselling new businesses
- Strong understanding of cloud platforms, developer ecosystems, and software integration models
- Track record of negotiating and closing complex partnership agreements with both business and technical executives
- A background in SaaS categories such as eCommerce, CMS/DXP, PIM, video, or developer tooling is highly desirable
- Analytical thinker with a growth mindset, excellent communication skills, and the ability to influence across cross-functional teams
- Entrepreneurial, self-starter with the ability to operate strategically while executing tactically
What the job involves
- Cloudinary is seeking a Channel and Alliances Director to accelerate growth through Independent Software Vendors (ISVs) and Technology Partners in North America
- This role will focus on developing and scaling OEM/embedded, resell, and co-sell go-to-market (GTM) motions that expand Cloudinary’s footprint through innovative technology integrations and revenue-generating alliances
- This position reports to the Senior Director of Channels & Alliances and collaborates closely with Sales, Partner Marketing, Product, and Strategy teams to build high-impact partnerships that drive measurable business results
- Identify and Recruit Strategic ISV and Tech Partners: Build a robust pipeline of ISVs, SaaS platforms, and technology partners that align with Cloudinary’s product and GTM strategy
- Develop OEM and Embedded Partnerships: Structure and negotiate OEM and embedded agreements where Cloudinary’s media management capabilities are integrated into third-party solutions
- Establish Resell and Co-Sell GTM Motions: Create scalable resell and co-sell frameworks with technology partners to drive sourced and influenced revenue. Develop joint value propositions, partner plays, and GTM programs that accelerate adoption and growth
- Drive Partner Revenue: Carry a quota for partner-sourced, ensuring predictable and repeatable performance through data-driven business planning
- Joint Business Planning and Enablement: Collaborate with partners to define shared success metrics, sales enablement resources, and marketing initiatives that build a joint pipeline
- Partner Integration and Product Collaboration: Work cross-functionally with Product and Engineering to support technical integrations, APIs, and embedded use cases that enhance partner solutions - test and iterate ‘Better together’ value points to value and customer experiences
- Thought Leadership and Evangelism: Represent Cloudinary as a thought leader in media management and developer ecosystems across ISV and SaaS partner communities
- Partner Experience Management: Lead end-to-end partner engagement - from onboarding through joint selling - while continuously optimizing the partner experience
- Metrics and Process Excellence: Design and manage a metrics-driven partner recruitment and nurturing process, focusing on scalability, enablement effectiveness, and ROI
- Travel: Up to 30% as needed for partner engagements and industry events
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
49% employee growth in 12 months
Company
Company HQ
Santa Clara, CA
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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