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BD: Channels & Alliances (US)

Director of Business Development: Channels & Alliances

Cloudinary is seeking a Director of Channels & Alliances to serve as a key member of the Business Development team and help build a large ecosystem of Channel partners in North America. This person will recruit, enable, and support a network of partners in order to drive partner fulfilled and influence revenue working closely with the product, engineering, marketing and sales teams. This position will report to the VP of BD, located in Israel.

Responsibilities:

  • Identify, recruit, enable and manage long-term relationships with channel partners (Regional SIs, VARs, Referral Partners, etc.) to support business goals and to execute channel strategies
  • Drive consistent and predictable channel bookings through joint business planning and ongoing channel enablement
  • Develop deep understanding of Cloudinary’s platform, service and offering to support channel partners in sales and integration efforts
  • Create and drive overall channel strategy and prioritization plan for coverage area
  • Effectively position Cloudinary as the thought leader for image and video management across the partner organizations, while leveraging internal & external resources
  • Formulate, implement and review nurturing and growth programs
  • Work with Cloudinary’s direct sales and customer success teams to position Cloudinary & our partners within strategic opportunities
  • Effectively use Salesforce to track, develop and report your work with channel partners and renewals
  • Design, launch and manage a metrics-driven partner prospecting & nurture process for a large funnel of inbound/outbound partner leads
  • Up to 25% travel is required


About You:

  • 7+ years experience in one or more of the following areas: business development, business strategy, Saas Sales
  • Proven track record in identifying, building and managing complex business partnerships that involve revenue generation and product integration
  • Exceptional track record of leveraging the channel to build and close deals by working across all levels of the organization, from developer to the C-suite
  • Demonstrable history of closing partner sales deals directly and via the channel at or above $1MM ARR
  • High degree of initiative, resourcefulness, self-motivation, strategic thinking with strong analytic skills and technology background
  • Exceptional written and verbal communication skills
  • SaaS experience required
  • B.A or Master’s degree required

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