At a Glance
- Tasks: Lead partner strategy and relationships in the Nordics and Benelux for a cutting-edge tech company.
- Company: Join Cloudinary, a global leader in image and video API technology.
- Benefits: Enjoy competitive perks like wellness policies, development stipends, and catered lunches.
- Other info: Onsite role in London with 30% travel; diverse and inclusive workplace.
- Why this job: Make a real impact in a fast-growing company with innovative technology.
- Qualifications: 10+ years in partner roles with proven success in B2B SaaS.
The predicted salary is between 80000 - 100000 £ per year.
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 is growing rapidly, and we’re 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. Working closely with Sales, Marketing, Product, Customer Success, and Partner Operations, this leader will 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. They will lead cross-functional initiatives to accelerate partner success and scale Cloudinary’s ecosystem across the region. 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 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, 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:
- 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 $1MM 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 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/EMEA Remotely?
- 30% travel expected.
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.
StudySmarter Expert Advice🤫
We think this is how you could land Channel and Alliance Director - Nordics and Benlux in London
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We think you need these skills to ace Channel and Alliance Director - Nordics and Benlux in London
Some tips for your application 🫡
Highlight Your Analytical Skills:In the business intelligence field, showcasing your analytical skills is a must. Make sure your CV includes relevant experience with data analysis tools, programming languages like SQL or Python, and any projects where you've interpreted complex data sets to drive business decisions.
Showcase Your Business Acumen:Don't just focus on data; show us how you can apply your insights to real-world business problems. Highlight projects where you made a tangible impact on company performance, and be prepared to explain your thought process in your cover letter.
Tailor Your Documents for Us:When applying for a full-time role at Cloudinary, tailor your CV and cover letter to reflect our organisational goals and strategies. Mention specific tools and methodologies that align with what we do—this shows you’ve done your homework and are genuinely interested in our mission!
Include Relevant Certifications:Certifications like Google Data Analytics or similar qualifications can really make you stand out in business intelligence. Include these in your application, as they demonstrate your commitment to the field and your willingness to stay current with industry standards.
How to prepare for a job interview at Cloudinary
✨Show off your analytical skills
In a business intelligence role, you're going to need to demonstrate your analytical prowess. Be prepared to discuss specific tools you've used, like SQL, Tableau, or Power BI. Have real-world examples ready where you’ve turned data into actionable insights – this is what makes us shine in interviews!
✨Practice your technical know-how
Expect some technical questions during the interview that dive deep into your understanding of data modelling and analytics frameworks. Brush up on your knowledge of data warehousing concepts and be ready to tackle any real case scenarios they might present. They’ll want to see how you approach problems using your BI toolkit.
✨Portfolio of Projects
Since it's a full-time role, having a strong portfolio is key! Compile case studies demonstrating your previous projects, preferably showing how your insights led to business improvements. This can help us display how you think through complex datasets and your problem-solving process, which is what employers are keen on seeing.
✨Know their business model
Get familiar with Cloudinary’s business model and recent data-driven decisions. Be prepared to discuss how your skills can specifically support their objectives or challenges. Understanding their landscape shows that you’re not just a data buff, but you’re also genuinely interested in how BI can impact their bottom line.
