Cloudinary · 1 day ago
Director, AWS Alliance
United States
Full-time
Onsite
Director/Executive
10+ years expCloudinary is the Image and Video API platform trusted by millions of developers and over 10,000 companies worldwide. They are seeking a Director, AWS Alliance to deepen and scale their strategic co-sell relationship with AWS, driving joint go-to-market execution and revenue growth across North America and LATAM.
Cloud Data ServicesDigital MarketingDigital MediaInformation TechnologySaaS
Responsibilities
AWS Co-Sell GTM Strategy & Execution
Serve as the AWS GTM lead for North America and LATAM, driving execution of our AWS co-sell strategy through regional and industry plans and orchestrating cross-functional co-sell initiatives with Sales, Channels/Alliances, and Customer Success
Revenue, Pipeline & Co-Sell Execution
Own sourced and influenced pipeline and revenue generated through AWS co-sell and Marketplace motions, with end-to-end accountability for AWS alliance performance in your region
Leverage AWS relationships and funding programs to increase win rates on Cloudinary-sourced opportunities
Identify and develop AWS-sourced new business within AWS-managed accounts, and drive expansion (cross-sell/upsell) in existing Cloudinary customers
Support renewal cycles and expansion motions to maximize Net Revenue Retention (NRR) with a focus on utilization and growth
Relationship Management & Joint Planning (Region)
Build and deepen executive, sales, technical, and partner team relationships across AWS regions and defined business units
Act as the primary point of contact in territory for AWS partnership teams, leading regular QBRs and joint planning sessions with AWS and Cloudinary to define strategic accounts, targets, and proactive business development motions
Align closely with Cloudinary Sales, Channels/Alliances, and Customer Success to embed AWS co-sell into core go-to-market motions
Collaborate with Channels & Alliances to co-sell joint multi-partner solutions within AWS and the broader AWS partner ecosystem
Enablement, Marketing & Programs
Run or sponsor enablement sessions for AWS reps and internal Sales and CSM teams on joint value propositions, plays, and success stories
Ensure Cloudinary maximizes AWS programs in the territory
Collect and share field feedback from AWS and Cloudinary teams to continually refine messaging, positioning, and enablement assets
Operations, Insights & Reporting
Track, analyze, and report on key performance metrics in territory (pipeline, co-sell activity, sourced/influenced revenue, win rates, program utilization)
Use data-driven insights to identify what’s working / not working across regions, segments, and programs, and adjust AWS co-sell execution accordingly
Qualification
Required
10+ years of experience in technology, SaaS, or cloud
7+ years working directly in the AWS ecosystem in a partner, alliances, or sales capacity; ex-AWS experience strongly preferred
Advanced understanding of AWS products, services, organizational structure, and partner programs, including AWS Marketplace and co-sell programs
Proven track record of achieving or exceeding quota in sales and/or alliances roles, including sell-through, sell-to, and sell-with motions
Proven ability to lead through influence, driving alignment and execution across sales, marketing, product, and partner teams without direct authority
Demonstrated ability to drive partner-originated and partner-influenced pipeline and revenue across regions
Experience working closely with AWS field roles (PDMs, sales, solution architects, etc.), including onsite enablement sessions and joint account planning
Ability to navigate and stay current on AWS partner programs, including managing POC funding and other funding requests
Exceptional relationship-building, communication, and storytelling skills; comfortable presenting to C-level executives and collaborating with stakeholders at all levels
Self-motivated, results-oriented, and highly organized, with the ability to thrive in a fast-paced, dynamic, and often ambiguous environment
Willingness to travel as needed to meet with AWS teams and attend industry and partner events
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
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