Channel and Alliances Director

Channel and Alliances Director - ISV, North America

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.

Responsibilities

Identify and recruit 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 agreements where Cloudinary's media management capabilities are integrated into third-party solutions.

Establish resell and co-sell GTM motions : create scalable frameworks and joint value propositions, partner plays, and GTM programs that accelerate adoption and growth.

Drive partner revenue : carry a quota for partner-sourced revenue, 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.

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, 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.

About You

7+ years of experience in business development, partner management, or SaaS alliance leadership—preferably focused 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 business.

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.

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 who can operate strategically while executing tactically.

Benefits

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.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.

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