Channel and Alliances Director

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 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 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.

About You

Benefits

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

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