The Channel and Alliances Director will lead partner recruitment, develop OEM partnerships, manage co-selling frameworks, and drive measurable revenue growth through strategic partnerships.
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:
- 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.
#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.
Top Skills
Cloud Platforms
Software Integration Models
Cloudinary Santa Clara, California, USA Office
3400 Central Expy, 110, Santa Clara, CA, United States, 95051
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