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Cloudinary

Director - Strategic Technology Partnerships, CDN

Remote US
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Description
Cloudinary is passionate about building valuable partnerships that create joint wins for us, our partners, prospects, and our shared customers. To continue to drive the growth of our ecosystem, we’re looking for a Strategic Technology Partnerships Sr./Director, who will set and execute the direction for targeted strategic CDN partnerships. This role will define and lead key initiatives and program changes to increase the program value to our CDN partners and Cloudinary.

Responsibilities:

  • Develop the long-term strategic direction, vision and goals for our CDN program, owning the strategic plan that aligns support with functional leaders across Cloudinary
  • Drive mindshare across CDN partner ecosystems that help establish GTM activities across North America, EMEA, and APAC.
  • Promote Cloudinary + CDN partnership advantages with shared customer wins to foster strong, long-term relationships with CDN partner sales and technical teams.
  • Drive Quarterly Business Reviews and other ongoing executive engagements with CDN partners, measuring performance against growth targets
  • Collaborate with Cloudinary Product Marketing to create the required collateral for CDN partnership to support GTM initiatives
  • Collaborate with Cloudinary Channels & Alliance organization to help build preferences for Cloudinary offerings inside CDN partners and CDN partner ecosystems
  • Recruit executive sponsors and key executive supporters within CDN partners and Cloudinary to create a strong alignment structure.
  • Maintain a collaborative technical relationship that helps optimize and foster support for Cloudinary’s roadmap capabilities
  • Collaborate with cross-functional teams, including Channels & Alliances, Sales, Marketing, and Product, to develop and implement enablement programs and joint marketing campaigns that drive sales opportunities
  • Work collaboratively with CDN partners and Cloudinary teams to define strategic accounts and joint account planning targets, to support proactive business development.
  • Track, analyze, and report on key performance metrics and pipeline activities for internal stakeholders, including executive leadership, to drive data-driven decision-making and optimize CDN partner performance.

About you:

  • 10+ years in business development, strategic alliances and/or partner management for a cloud based service provider. 
  • 4+ years leading partnership activities for a SaaS provider, ideally working with or for CDNs and/or partnering with CDNs
  • Experience selling Cloud infrastructure services such as Storage, CDN or compute services 
  • Demonstrated track record of successful quota attainment in a sales and alliances role, tracking all types of measurements including sell through, sell to and sell with (partner influence)
  • Advanced understanding of CDN services, including products, pricing, packaging positioning and GTM tactics
  • Excellent relationship-building and communication skills, with the ability to effectively collaborate with internal and external stakeholders at all levels.
  • Self-motivated, results-oriented, and able to thrive in a fast-paced, dynamic startup environment.
  • Willingness to travel as required to meet with partners and attend industry events
#LI-BP1
Cloudinary
Cloudinary
Cloud Data Services Digital Marketing Digital Media Information Technology SaaS

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