The Role
The Channel and Alliances Director will recruit, enable, and manage partner relationships to drive revenue through channel partners, while executing channel strategies and working closely with sales and customer success teams.
Summary Generated by Built In
Cloudinary is the Image and Video API platform trusted by millions of developers and over 10,000 companies worldwide. Our powerful tools fuel websites to be faster, richer in user engagement, and breakthrough creativity. With a growing suite of products that support everything from developer efficiency to brand storytelling, Cloudinary is becoming the visual layer of the web.
Cloudinary has a globally distributed team across North America, EMEA, and Asia-Pacific, united by a shared commitment to building smart, scalable technology and a culture rooted in humility, curiosity, and collaboration. At Cloudinary, we celebrate Life & Work. We believe in healthy growth, working with purpose, and creating meaningful value. If you’re looking for a place where your voice matters and your work truly makes an impact, this may be the opportunity for you.
Cloudinary is seeking a Channel and Alliances Director to serve as a key Channel 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 & Strategy, and product. This position will report to the Senior Channels & Alliances Director.
Responsibilities:
- 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.
About You:
- 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 for employees & family
HSA company contribution
Matching 401k program
Robust vacation & wellness 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.
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The Company
What We Do
Cloudinary’s mission is to empower companies to deliver visual experiences that inspire and connect by unleashing the full potential of their media. With more than 50 billion assets under management and 7,500 customers worldwide, Cloudinary is the industry standard for developers, creators and marketers looking to upload, store, transform, manage, and deliver images and videos online. As a result, leading brands like Atlassian, Bleacher Report, Grubhub, Hinge, NBC, Mediavine, Peloton, Petco and Under Armour are seeing significant business value in using Cloudinary, including faster time to market, higher user satisfaction, and increased engagement and conversions. For more information, visit www.cloudinary.com.
