Channel and Alliance Director – Nordics, Benelux

Cloudinary

Channel and Alliance Director responsible for partner strategy across Nordics for Cloudinary. Aligning partner investments with go-to-market priorities and revenue objectives.

Posted 7/10/2026full-timeLondon • 🇬🇧 United KingdomLeadWebsite

About the role

Key responsibilities & impact

Identify, recruit, enable and manage long-term relationships with channel and alliance partners (Regional SIs, VARs, Referral Partners, Tier 1 ISV partners etc.) to support business goals and to execute channel and Alliance strategies in the Nordics and Benalux.
Develop a deep understanding of partner business models, needs, and challenges including an understanding of our mutual customers’ needs.
Lead executive business planning with strategic partners including annual business plans, quarterly business reviews, executive sponsorship and joint pipeline development.
Drive consistent and predictable Partner bookings through joint business planning and ongoing partner enablement, working closely with the Nordics and Benalux Sales team.
Develop a deep understanding of Cloudinary’s platform, service and offering in order to support channel partners in sales and integration efforts.
Create and drive the overall channel strategy and prioritization plan, strengthening Cloudinary’s position as the thought leader for DAM, image, and video management with Cloudinary’s partners in the region.
Formulate, implement and review nurturing and growth programs. Work with Cloudinary’s direct sales, customer success, and marketing teams to position Cloudinary & our partners within strategic opportunities.

Requirements

What you’ll need

10+ years of proven quota success in a partner role working in successful tech-oriented B2B Saas companies. Experience working in fast-paced, high-growth organizations
Familiarity and understanding of the Nordics and Benlux ISV and SI landscape.
Demonstrable history of closing partner sales deals directly and via partners at or above $1MM ARR in the Nordics and Benlux.
Own the regional partner pipeline, bookings forecast and partner-sourced revenue targets, providing regular business updates and executive visibility.
Technically savvy with the ability to relate technical concepts to both non-technical people, and highly technical people.
Demonstrated ability to identify key partner prospects and convert into new partner revenue streams.
Ability to build strong relationships with decision-makers and C-level Executives, in large, complex, enterprise organizations.
Exceptional listener, highly empathetic to partner needs and perspectives
B.A or Master’s degree required

Benefits

Comp & perks

Awesome technology
Top-talent peers
Robust vacation & wellness policy
Annual development stipend
Catered lunches or a food stipend

ATS Keywords

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Hard Skills & Tools

Partner Sales Deal ClosingBusiness PlanningRevenue ForecastingPipeline ManagementChannel Strategy Formulation

Soft Skills

Exceptional ListeningEmpathy Towards Partner Needs

Certifications

B.A or Master’s Degree