Lead strategic partnerships for Cloudinary, define growth strategies, build high-performance teams, and manage executive-level partner relationships.
Cloudinary is the Image and Video API platform trusted by millions of developers and over 10,000 companies worldwide. Our powerful tools fuel websites to be faster, richer in user engagement, and breakthrough creativity. With a growing suite of products that support everything from developer efficiency to brand storytelling, Cloudinary is becoming the visual layer of the web.
Cloudinary has a globally distributed team across North America, EMEA, and Asia-Pacific, united by a shared commitment to building smart, scalable technology and a culture rooted in humility, curiosity, and collaboration. At Cloudinary, we celebrate Life & Work. We believe in healthy growth, working with purpose, and creating meaningful value. If you’re looking for a place where your voice matters and your work truly makes an impact, this may be the opportunity for you.
Cloudinary helps companies unleash the full potential of their media to create the most engaging visual experiences. As our VP, Global Strategic Partnerships, you will be the senior leader responsible for building and scaling our global partner ecosystem across ISVs, GSIs, major platforms, and hyperscalers.
You will set the partnership's vision, design the operating model, and lead a high-performing team that turns strategic alliances into meaningful, measurable growth. This is both a strategy and execution role: you’ll shape where we play in the ecosystem and personally lead our most important partner relationships and deals.
We’re looking for a leader who knows these ecosystems deeply and can turn that knowledge into a competitive advantage. You bring a structured, process-minded approach that creates clarity, frameworks, and repeatable motions, while staying pragmatic, decisive, and comfortable rolling up your sleeves.
This role reports to Cloudinary’s Chief Strategy & Operations Officer.
Responsibilities:
- Set the global partnerships strategy
- Define and own the partnerships strategy, including prioritisation and multi-year growth plans across ISVs, GSIs, platforms, and hyperscalers.
- Build a scalable operating model
- Establish clear frameworks, operating rhythms, and governance so partnership motions scale predictably and generate meaningful partner-sourced and partner-influenced revenue—without introducing unnecessary complexity.
- Lead and grow the Strategic Partnerships team
- Build, lead, and develop a high-performing team, creating a culture grounded in clarity, accountability, and repeatable success.
- Own our most strategic partner relationships
- Personally lead strategic, high-value partner engagements, including executive alignment, complex commercial negotiations, and joint business planning with top-tier partners.
- Drive joint GTM and ecosystem impact
- Design and execute joint GTM initiatives— such as co-selling, co-marketing, and partner enablement programs—in close partnership with Sales and Marketing leaders.
- Shape partnership roadmaps
- Partner cross-functionally with Sales, Marketing, Product, and R&D to shape partnership roadmaps, influence product direction, and unlock new monetisation opportunities.
- Represent Cloudinary across the ecosystem
- Represent Cloudinary at senior levels within partner organisations and at industry events, strengthening our brand and point of view across the partner landscape.
About You:
- Deep partnerships, leadership experience
- Proven success in leading global strategic partnerships with major ISVs, GSIs, platforms, or hyperscalers, including taking partnerships from inception to multi-million-dollar growth engines.
- Ecosystem fluency and business impact
- Deep familiarity with ecosystems relevant to Cloudinary, with a track record of delivering measurable commercial outcomes through partners.
- Team and org builder
- Demonstrated leadership experience hiring, developing, and scaling high-performing partnerships/alliances teams across regions.
- Operational excellence
- Strong operational and organisational design skills—able to architect scalable processes, partner programs, and governance models that accelerate execution.
- Strategic and analytical
- Ability to define long-term ecosystem strategies, segment and prioritise partners, and tie partnerships to clear commercial outcomes and metrics.
- Deal and executive leadership
- Proven ability to negotiate and close complex, multi-stakeholder commercial agreements and manage executive-level partner relationships.
- Hands-on, low-ego operator
- Comfortable moving between executive-level strategy, cross-functional alignment, and tactical execution; willing to roll up your sleeves.
- Strong communicator and collaborator
- Exceptional communication skills, with experience working closely with Product, Engineering, Sales, and Marketing leaders in high-growth environments.
#LI-GC1
We have you in mind. As an employee, you will experience many benefits, including:
Awesome technology
Top-talent peers
Robust vacation & wellness policy
Annual development stipend
Catered lunches or a food stipend
Cloudinary is proud to be an equal-opportunity employer dedicated to pursuing a diverse workforce.
Top Skills
APIs
Cloud Technologies
Partnership Management
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