Strategic Technology Partnerships Senior Director - AWS

Cloudinary is passionate about building valuable partnerships that create joint wins for us, our partners, prospects, and our shared customers. To continue to drive the growth of our ecosystem, we’re looking for a Strategic Technology Partnerships Sr./Director, who will set and execute the direction for our strategic partnership with AWS. This role will define and lead key initiatives and program changes to increase the program value to both AWS and Cloudinary.

This is a senior level position. In this role, you will have full accountability for the direction and results for Cloudinary’s AWS partnership. The right candidate will hold a mix of solid AWS partner program activity understanding and relationships, as well as a proven ability to build and execute against a multi-year strategy that drives results. 

• Develop long-term strategic vision and goals for our AWS program, owning the strategic plan with aligned support across Cloudinary
• Constantly expand Cloudinary mind share inside of AWS and help establish GTM activities across North America, EMEA, and APAC.
• Promote Cloudinary-AWS partnership advantages with shared customer wins to foster strong, long-term relationships with AWS sales and technical teams.
• Drive Quarterly Business Reviews and other ongoing executive engagements with AWS, measuring performance against growth targets
• Collaborate with Cloudinary Product Marketing to create the required collateral for AWS to support GTM initiatives
• Collaborate with Cloudinary Channels & Alliance organization to help build preferences for Cloudinary offerings inside AWS and AWS’ partner ecosystem
• Proactively identify, prioritize and expand sales & marketing activities with relevant AWS verticals and competencies 
• Recruit executive sponsors and key executive supporters within AWS and Cloudinary to create a strong alignment structure.
• Maintain a collaborative technical relationship with AWS that helps optimize and foster support for Cloudinary’s roadmap capabilities
• Collaborate with cross-functional teams, including Channels & Alliances, Sales, Marketing, and Product, to develop and implement enablement programs and joint marketing campaigns that drive sales opportunities
• Work collaboratively with AWS and Cloudinary teams to define strategic accounts and joint account planning targets, to support proactive business development.
• Oversee the management of the AWS co-sell program, ensuring timely registration and handling of co-sell activities.
• Track, analyze, and report on key performance metrics and pipeline activities for internal stakeholders, including executive leadership, to drive data-driven decision-making and optimize AWS performance.

About you:

• 10+ years in business development, strategic alliances and/or partner management for a cloud based service provider 
• 4+ years leading partnership activities for a SaaS provider with AWS or GCP
• Experience leading an AWS Strategic investment program with a cloud based service provider 
• Experience selling Cloud infrastructure services such as Storage, CDN or compute services 
• Demonstrated track record of successful quota attainment in a sales and alliances role, tracking all types of measurements including sell through, sell to and sell with (partner influence)
• Experience selling and marketing via cloud marketplaces
• Advanced understanding of AWS, including its products, services, organizational structure, and go-to-market strategies.
• Excellent relationship-building and communication skills, with the ability to effectively collaborate with internal and external stakeholders at all levels.
• Self-motivated, results-oriented, and able to thrive in a fast-paced, dynamic startup environment.
• Willingness to travel as required to meet with partners and attend industry events

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