Cloudinary · 1 day ago
Channel and Alliances Director - ISV, North America
United States
Full-time
Remote
Director/Executive
7+ years expCloudinary is the Image and Video API platform trusted by millions of developers and over 10,000 companies worldwide. The Channel and Alliances Director will focus on accelerating growth through Independent Software Vendors (ISVs) and Technology Partners in North America by developing and scaling innovative technology integrations and revenue-generating alliances.
Cloud Data ServicesDigital MarketingDigital MediaInformation TechnologySaaS
Responsibilities
Identify and Recruit Strategic ISV and Tech Partners: Build a robust pipeline of ISVs, SaaS platforms, and technology partners that align with Cloudinary’s product and GTM strategy
Develop OEM and Embedded Partnerships: Structure and negotiate OEM and embedded agreements where Cloudinary’s media management capabilities are integrated into third-party solutions
Establish Resell and Co-Sell GTM Motions: Create scalable resell and co-sell frameworks with technology partners to drive sourced and influenced revenue. Develop joint value propositions, partner plays, and GTM programs that accelerate adoption and growth
Drive Partner Revenue: Carry a quota for partner-sourced, ensuring predictable and repeatable performance through data-driven business planning
Joint Business Planning and Enablement: Collaborate with partners to define shared success metrics, sales enablement resources, and marketing initiatives that build a joint pipeline
Partner Integration and Product Collaboration: Work cross-functionally with Product and Engineering to support technical integrations, APIs, and embedded use cases that enhance partner solutions - test and iterate ‘Better together’ value points to value and customer experiences
Thought Leadership and Evangelism: Represent Cloudinary as a thought leader in media management and developer ecosystems across ISV and SaaS partner communities
Partner Experience Management: Lead end-to-end partner engagement - from onboarding through joint selling - while continuously optimizing the partner experience
Metrics and Process Excellence: Design and manage a metrics-driven partner recruitment and nurturing process, focusing on scalability, enablement effectiveness, and ROI
Travel: Up to 30% as needed for partner engagements and industry events
Qualification
Required
7+ years of experience in business development, partner management, or SaaS alliance leadership - preferably with a focus on ISV and technology partnerships
Proven success in building OEM, embedded, resell, or co-sell partnerships that drive measurable ARR. Meeting and achieving annual targets of +1M$ partner sourced/reselling new businesses
Strong understanding of cloud platforms, developer ecosystems, and software integration models
Track record of negotiating and closing complex partnership agreements with both business and technical executives
A background in SaaS categories such as eCommerce, CMS/DXP, PIM, video, or developer tooling is highly desirable
Analytical thinker with a growth mindset, excellent communication skills, and the ability to influence across cross-functional teams
Entrepreneurial, self-starter with the ability to operate strategically while executing tactically
Benefits
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
Company
Cloudinary
Cloudinary empowers companies to deliver visual experiences that inspire and connect by unleashing the full potential of their media.
201-500 employees
H1B Sponsorship
Cloudinary has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (4)
2024 (2)
2023 (2)
2022 (3)
2021 (6)
2020 (5)
Funding
Current Stage
Growth StageTotal Funding
$100MKey Investors
Blackstone Accelerates GrowthSalesforce VenturesBessemer Venture Partners
2022-02-15Secondary Market· $100M
2020-01-01Secondary Market
2018-01-01Secondary Market
Leadership Team
Itai Lahan
Co-Founder and CEO
Barak Leon
General Manager, New Venture, co-founder Final-Tou.ch
Recent News
2025-11-10
2025-11-10
Company data provided by crunchbase