Channel and Alliances Director en Cloudinary

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:

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.

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