Cloudinary

EMEA Director

Cloudinary

full-time

Posted on:

Location Type: Remote

Location: Remote • 🇺🇸 United States

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Job Level

Lead

Tech Stack

Cloud

About the role

  • Identify, onboard, and nurture partnerships with key GSIs.
  • Develop and execute joint business plans with GSIs to drive mutual growth and value.
  • 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.
  • Build and maintain scalable GSI engagement frameworks to drive consistent collaboration.
  • Develop go-to-market strategies and joint value propositions with GSI partners.
  • Leverage GSI partnerships to expand Cloudinary’s presence across key verticals and geographies.
  • Position Cloudinary as a preferred partner within GSI ecosystems.
  • 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.
  • 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.

Requirements

  • Experience: 8+ years of experience in partnerships, alliances, or business development roles, with a strong focus on GSIs in the EMEA region in the last 3 roles is a must.
  • Track Record: Proven ability to build, scale, and manage high-impact GSI (Accenture, Deloitte, Cagpemini, 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.
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

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
business developmentgo-to-market strategiespartnership managementKPI trackingmarket analysisrevenue growthstrategic deal closingpipeline generationvalue proposition developmentrelationship building
Soft skills
interpersonal skillscommunication skillsstrategic thinkinginfluencing skillscollaborationrelationship managementexecutive engagementproblem-solvingadaptabilitynegotiation
Certifications
Bachelor's degreeMBA