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.
This role is open to candidates based on the East Coast only; no relocation support will be provided. We are seeking a dynamic and experienced Channels and Alliances GSI Director to lead our strategic engagement with Global System Integrators (GSIs). This leader will be responsible for building and managing partnerships with GSIs to drive revenue, expand market share, and enhance Cloudinary’s position in the enterprise ecosystem. The ideal candidate will be an expert in navigating complex partner relationships and will thrive in a fast-paced, results-driven environment.
Responsibilities:
- Strategic Partnership Development:
- Identify, onboard, and nurture partnerships with key GSIs.
- Develop and execute joint business plans with GSIs to drive mutual growth and value.
- Revenue Generation:
- Collaborate with GSIs to source, influence, and close high-value strategic deals, generate a consistent, programmatic pipeline via and with GSIs and drive deal flow supporting $2M+ annually via and with GSIs.
- Align with Cloudinary’s sales teams to leverage GSIs and support deals in motion, thereby improving Cloudinary’s win rates and deal sizes.
- Program Execution:
- Build and maintain scalable GSI engagement frameworks to drive consistent collaboration.
- Develop go-to-market strategies and joint value propositions with GSI partners.
- Market Influence:
- Leverage GSI partnerships to expand Cloudinary’s presence across key verticals and geographies.
- Position Cloudinary as a preferred partner within GSI ecosystems.
- Performance Management:
- Track and report on KPIs, including sourced and influenced pipeline, deal sizes, and win rates.
- Continuously refine strategies to optimize partner contributions to strategic goals.
- Stakeholder Engagement:
- Act as the primary point of contact between GSIs and Cloudinary’s internal teams.
- Work with Cloudinary’s Product, customer success, and marketing teams to position Cloudinary & our partners within strategic opportunities.
- Build strong relationships with executive stakeholders at GSIs and within Cloudinary.
About You:
- Experience: 8+ years of experience in partnerships, alliances, or business development roles, with a strong focus on GSIs in the last 3 roles is a must.
- Track Record: Proven ability to build, scale, and manage high-impact GSI (Accenture, Deloitte, Capgemini, IBM, Infosys, TATA, etc.) partnerships, driving significant revenue growth.
- Strategic Thinking: Ability to develop and execute comprehensive go-to-market strategies with GSIs.
- Relationship Management: Exceptional interpersonal and communication skills with experience influencing senior executives.
- Industry Knowledge: Familiarity with the SaaS, cloud, or digital media management landscape.
- Analytical Skills: Proficiency in analyzing market trends, performance data, and partnership metrics.
- Education: Bachelor’s degree or equivalent, MBA is a plus.
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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.
