Strategic Technology Partnerships Senior Director - AWS

• Develop long-term strategic vision and goals for our AWS program, owning the strategic plan with aligned support across Cloudinary
• Constantly expand Cloudinary mind share inside of AWS and help establish GTM activities across North America, EMEA, and APAC.
• Promote Cloudinary-AWS partnership advantages with shared customer wins to foster strong, long-term relationships with AWS sales and technical teams.
• Drive Quarterly Business Reviews and other ongoing executive engagements with AWS, measuring performance against growth targets
• Collaborate with Cloudinary Product Marketing to create the required collateral for AWS to support GTM initiatives
• Collaborate with Cloudinary Channels & Alliance organization to help build preferences for Cloudinary offerings inside AWS and AWS’ partner ecosystem
• Proactively identify, prioritize and expand sales & marketing activities with relevant AWS verticals and competencies 
• Recruit executive sponsors and key executive supporters within AWS and Cloudinary to create a strong alignment structure.
• Maintain a collaborative technical relationship with AWS 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 AWS and Cloudinary teams to define strategic accounts and joint account planning targets, to support proactive business development.
• Oversee the management of the AWS co-sell program, ensuring timely registration and handling of co-sell activities.
• 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 AWS 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 with AWS or GCP
• Experience leading an AWS Strategic investment program with a cloud based service provider 
• 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)
• Experience selling and marketing via cloud marketplaces
• Advanced understanding of AWS, including its products, services, organizational structure, and go-to-market strategies.
• 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