Channel and Alliance Director – Nordics, Benelux

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 to execute channel and Alliance strategies in the Nordics and Benalux.
• 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 Benalux Sales team.
• Develop a deep understanding of Cloudinary’s platform, service and offering in order 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 Cloudinary’s 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 & our partners within strategic opportunities.

Requirements

• 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 Benlux ISV and SI landscape.
• Demonstrable history of closing partner sales deals directly and via partners at or above $1MM ARR in the Nordics and Benlux.
• 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 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

Core Competencies

Demonstrates extensive experience in partner management and channel strategy within the B2B SaaS sector, with a strong focus on driving partner bookings and revenue growth. Possesses deep knowledge of the Nordics and Benelux ISV and SI landscape, enabling effective collaboration with strategic partners.