Cloudinary is growing rapidly, and we’re seeking a Channel and Alliance Director to play a key role in the Channels and Alliance team and grow our presence in the partner ecosystem in the Nordics.
Working closely with Sales, Marketing, Product, Customer Success, and Partner Operations, this leader will own and execute the regional partner strategy across the Nordics and Benelux, aligning partner investments with Cloudinary’s go-to-market priorities, revenue objectives, and long-term market expansion strategy. They will lead cross-functional initiatives to accelerate partner success and scale Cloudinary’s ecosystem across the region. This position will report to the VP of Channel and Alliance.
Responsibilities:
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.
About You:
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
This will be an onsite position based out of Cloudinary’s London office/ EMEA Remotly?
30% travel expected
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