Channel and Alliance Director - Nordics and Benelux

Overview

Cloudinary is growing rapidly and seeking a Channel and Alliance Director to play a key role in the Channels and Alliance team and grow our presence in the partner ecosystem in the Nordics. The role works closely with Sales, Marketing, Product, Customer Success, and Partner Operations to own and execute the regional partner strategy across the Nordics and Benelux, aligning partner investments with Cloudinary’s go‑to‑market priorities, revenue objectives, and long‑term market expansion strategy. This position reports to the VP of Channel and Alliance.

Responsibilities

• Identify, recruit, enable and manage long‑term relationships with channel and alliance partners (Regional SIs, VARs, Referral Partners, Tier 1 ISV partners, etc.) to support business goals and execute Channel and Alliance strategies in the Nordics and Benelux.
• Develop a deep understanding of partner business models, needs, and challenges, including an understanding of our mutual customers’ needs.
• Lead executive business planning with strategic partners, including annual business plans, quarterly business reviews, executive sponsorship and joint pipeline development.
• Drive consistent and predictable partner bookings through joint business planning and ongoing partner enablement, working closely with the Nordics and Benelux Sales team.
• Develop a deep understanding of Cloudinary’s platform, services and offerings to support channel partners in sales and integration efforts.
• Create and drive the overall channel strategy and prioritization plan, strengthening Cloudinary’s position as the thought leader for DAM, image, and video management with partners in the region.
• Formulate, implement and review nurturing and growth programs. Work with Cloudinary’s direct sales, customer success, and marketing teams to position Cloudinary and our partners within strategic opportunities.

Qualifications

• 10+ years of proven quota success in a partner role working in successful tech‑oriented B2B SaaS companies.
• Experience working in fast‑paced, high‑growth organizations.
• Familiarity and understanding of the Nordics and Benelux ISV and SI landscape.
• Demonstrable history of closing partner sales deals directly and via partners at or above $1 MM ARR in the Nordics and Benelux.
• Own the regional partner pipeline, bookings forecast and partner‑sourced revenue targets, providing regular business updates and executive visibility.
• Technically savvy with the ability to relate technical concepts to both non‑technical people and highly technical people.
• Demonstrated ability to identify key partner prospects and convert them into new partner revenue streams.
• Ability to build strong relationships with decision‑makers and C‑level executives in large, complex, enterprise organizations.
• Exceptional listener, highly empathetic to partner needs and perspectives.
• B.A or Master’s degree required.
• This will be an onsite position based out of Cloudinary’s London office (or EMEA Remote).
• 30% travel expected.

Benefits

• Awesome technology.
• Top‑talent peers.
• Robust vacation & wellness policy.
• Annual development stipend.
• Catered lunches or a food stipend.

Equal‑Opportunity Statement

Cloudinary is proud to be an equal‑opportunity employer dedicated to pursuing a diverse workforce.