Vice President – Strategic Partnerships
Cloudinary
full-time
Posted on:
Location Type: Remote
Location: Remote • 🇺🇸 United States
Visit company websiteJob Level
Lead
About the role
- Define and own the partnerships strategy, including prioritisation and multi-year growth plans across ISVs, GSIs, platforms, and hyperscalers.
- Establish clear frameworks, operating rhythms, and governance that enable partnership motions to scale predictably and generate meaningful partner-sourced and partner-influenced revenue — without introducing unnecessary complexity.
- Build, lead, and develop the Strategic Partnerships team, creating a high-performance culture grounded in clarity, accountability, and repeatable success.
- Personally lead strategic, high-value partner engagements, including executive alignment, complex commercial negotiations, and joint business planning with top-tier partners.
- Drive joint GTM initiatives, including co-selling, co-marketing, and partner enablement programmes, in close collaboration with cross-functional leaders.
- Partner cross-functionally with Sales, Marketing, Product, and R&D to shape partnership roadmaps, influence product direction, and unlock new monetisation opportunities.
- Represent Cloudinary at the senior-most levels within partner organizations and industry events, strengthening Cloudinary’s position across the ecosystem.
Requirements
- Significant experience leading global strategic partnerships with major ISVs, GSIs, platforms, or hyperscalers, including building partnerships from inception and scaling them into multi-million-dollar growth drivers.
- Deep familiarity with ecosystems relevant to Cloudinary, with a track record of delivering measurable business impact through those partnerships.
- Demonstrated leadership experience, including hiring, developing, and scaling high-performing partnerships teams.
- Strong operational and organisational design skills — able to architect scalable processes, frameworks, partner programs, and governance models that accelerate execution.
- Strategic, analytical thinker with the ability to define long-term ecosystem strategies and tie partnerships to measurable commercial outcomes.
- Proven ability to negotiate and close complex, multi-stakeholder commercial agreements and manage executive-level partner relationships.
- Hands-on operator who can move seamlessly between executive strategy and tactical execution.
- Exceptional communication and cross-functional collaboration skills, with experience working alongside Product, Engineering, Sales, and Marketing leaders.
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
strategic partnershipscommercial negotiationsjoint business planninggovernance modelsoperational designpartner programsecosystem strategiespartner enablementGTM initiativesmulti-stakeholder agreements
Soft skills
leadershipcommunicationcross-functional collaborationanalytical thinkingstrategic thinkingorganizational skillsaccountabilityhigh-performance culturetactical executionrelationship management