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Channel and Alliance Manager

1 month ago

London, United Kingdom Cloudinary, Inc Full time

Cloudinary is growing rapidly, and we’re seeking a Channel and Alliance Manager to play a key role in the Channels and alliance team and grow our presence in the partner ecosystem in the EMEA. Working closely with sales, marketing, customer success, and product teams, this individual will recruit, enable, nurture and support a network of partners to drive revenue. This position will report 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 to execute channel and Alliance strategies.
  • Develop a deep understanding of partner business models, needs, and challenges including an understanding of our mutual customers’ needs.
  • Drive consistent and predictable Partner bookings through joint business planning and ongoing partner enablement, working closely with the EMEA 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.
About you:
  • 5+ 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 EMEA software SI landscape.
  • Demonstrable history of closing partner sales deals directly and via partners at or above $1MM ARR.
  • 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.
  • Experience using Salesforce to track, develop, manage and report your progress.
  • Exceptional listener, highly empathetic to partner needs and perspectives.
  • B.A or Master’s degree required.
  • This will be an onsite hybrid position based out of Cloudinary’s London office.
  • 20 - 25% travel expected (one week per month on average).
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