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BD: Technology & Strategic Alliances (US)

Director of Business Development: Technology & Strategic Alliances

Cloudinary is looking for a seasoned Director of Technology & Strategic Alliances who will drive key partnerships with leading platform providers in the e-Commerce, Media, Marketing and CMS space. This position will also help drive and manage technology add-ons for Cloudinary that enhance the value of Cloudinary’s service offering to the Digital Asset Management and Streaming Media market.

The Director of Strategic Alliances will report to the VP of Business Development and work closely with the Product, Marketing, Sales, and Customer success teams. Build key relationships with identified partners that include negotiating, executing and managing the partnership relationships. Refine Cloudinary's overall partnership strategy working closely with the product, engineering, marketing and sales teams.


  • Use a systematic approach to establish deep relationships with Strategic Partners including understanding their strategy, key decision-makers, organizational structure, technology solutions, roadmaps and go-to-market focus
  • Understand the competitive landscape and identify strategic opportunities and threats
  • Maintain pipeline of new partnership opportunities designed to drive relevance, reach and revenue for our platform
  • Qualify, structure, negotiate, close, and manage strategic partnerships that will drive platform adoption, revenue, and customer acquisition
  • Work with product, engineering, marketing, and sales teams to evaluate, explore and execute strategic partnership opportunities
  • Maintain active relationships with Cloudinary’s key partners reinforcing our leadership position in the market, proactively addressing business issues and identifying ways to maximize value for both parties.
  • Drive post-close engagement plans for success
  • Expand relationships with existing partners by uncovering expansion opportunities, developing and driving go-to-market strategies


  • 7+ years of experience working in technology in a business development or product management capacity at a market leading company
  • Ability to influence and build relationships with people across all levels and organizations internally and externally
  • Extensive experience formulating a partnership vision, strategy, and execution plan
  • Technical ability to understand software and recognize areas of product integration, discuss product roadmaps, and engage with product managers
  • Extensive industry contacts and ability to navigate technology landscape
  • Technically savvy, experienced with IaaS, APIs, SaaS, PaaS, CDNs, devices and mobility
  • Proven experience starting from scratch to develop, negotiate and structuring complex deals
  • Passionate about technology and its ability to have a meaningful impact on the world
  • Great at execution: results-driven, detail-oriented, organized self-starter
  • Creative, critical and solution-first thinker with client service mentality
  • Exceptional oral and written communication skills, with an ability to speak effectively to business development leaders, executives, product managers and engineers
  • Can handle multiple projects and priorities in an extremely fast paced environment
  • MBA from top-tier school and technical undergraduate degrees preferred
  • This position requires 25% travel

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