At a Glance
- Tasks: Identify and recruit strategic partners to enhance Cloudinary's ecosystem and drive revenue.
- Company: Join Cloudinary, a leading Image and Video API platform trusted by thousands globally.
- Benefits: Enjoy robust vacation policies, wellness perks, and an annual development stipend.
- Other info: Collaborative culture focused on growth, purpose, and meaningful value creation.
- Why this job: Make a real impact in a dynamic tech environment with innovative partnerships.
- Qualifications: 8-12 years in partnerships or business development with a strong track record.
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.
We are seeking a Partner Acquisition Director to identify, recruit, and activate high‑value strategic partners to advance Cloudinary’s ecosystem to further unleash the full potential of visual media. Strategic partners are those with the commercial potential, ecosystem relevance, and technical compatibility to extend Cloudinary’s reach and create long‑term platform value, while delivering disproportionate returns. This role focuses on choosing the right partners based on commercial upside and technical fit, and helping them succeed as AI reshapes business models, platform economics, and the competitive landscape.
Responsibilities
- Identify and recruit strategic partners that can disrupt the status quo, expand market reach, accelerate the pipeline, and create unparalleled revenue opportunities.
- Own Cloudinary’s global strategic ecosystem strategy.
- Assess partner potential through market access, solution relevance, integration feasibility, and scalability, acting as the company’s top partnership authority.
- Define long‑term partnership monetisation strategy.
- Build executive alignment among partners and internal leadership by aligning key commercial and technical stakeholders to secure commitment and ensure launch readiness.
- Lead transformational global alliances with hyperscalers and strategic platform providers.
- Work across internal teams to help partners unlock new revenue streams and shape a clear value proposition, accelerating value creation and delivery, with responsibility for major influence on sourced revenue.
- Influence the company’s product and AI platform roadmap through ecosystem insights.
- Drive company‑level ecosystem growth initiatives with executive leadership.
About you
- Highly autonomous market‑shaping work, including 8‑12 years of relevant experience in partnerships, business development, alliances, or ecosystem strategy, including experience shaping partner strategy, ownership of a global strategic partner ecosystem and influencing senior stakeholders.
- Strong track record of landing high‑value partners that drive measurable commercial outcomes.
- Executive‑level partner negotiations with top‑tier alliances.
- Experienced in regular interaction with C‑level executives at hyperscalers/global strategic partners.
- Ability to quantify partnership potential by modelling commercial opportunity and evaluating technical fit to drive major sourced revenue influence.
- Background in API‑first SaaS, digital platforms, integrations, or software ecosystems is preferred.
- Externally recognised thought leader in ecosystem/platform strategy.
- Skilled at partnering across Product, Sales, Marketing, Legal, Finance, and Engineering to drive strategic alliances, leading through influence without direct authority and aligning multiple executive stakeholders around shared commercial outcomes.
Success factors
In this role, you’ll build a pipeline of well‑qualified partners and turn it into active alliances ready to scale. The ideal candidate is a recognised subject‑matter authority who combines strong judgment, commercial instinct, and technical credibility with a disciplined approach to qualification, recruitment, and enablement. You will create entirely new partnership models/business motions, define ecosystem monetisation frameworks, and shape platform economics or AI ecosystem positioning at company scale.
Benefits
- 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. We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.
Partner Acquisition Director employer: Cloudinary
Cloudinary is an exceptional employer that fosters a culture of humility, curiosity, and collaboration, making it an ideal place for the Partner Acquisition Director to thrive. With a commitment to healthy growth and meaningful work, employees benefit from a robust vacation and wellness policy, an annual development stipend, and the opportunity to collaborate with top talent in the tech industry. The company's global reach and focus on innovation provide unique opportunities for professional growth and influence in shaping the future of visual media.
StudySmarter Expert Advice🤫
We think this is how you could land Partner Acquisition Director
✨Tip Number 1
Network like a pro! Get out there and connect with people in the industry. Attend events, join online forums, and don’t be shy about reaching out to potential partners or colleagues on LinkedIn. You never know who might have the inside scoop on job openings!
✨Tip Number 2
Show your passion for Cloudinary! When you get the chance to chat with someone from the company, make sure to express why you’re excited about their mission and how you can contribute. A genuine interest can set you apart from other candidates.
✨Tip Number 3
Prepare for interviews by researching the company’s ecosystem and recent partnerships. Be ready to discuss how your experience aligns with their goals. Tailoring your conversation to their needs shows you’re not just another applicant but a strategic thinker.
✨Tip Number 4
Don’t forget to apply through our website! It’s the best way to ensure your application gets seen by the right people. Plus, it shows you’re serious about joining the team and are familiar with their processes.
We think you need these skills to ace Partner Acquisition Director
Some tips for your application 🫡
Tailor Your Application:Make sure to customise your CV and cover letter for the Partner Acquisition Director role. Highlight your experience in partnerships and business development, and show how your skills align with Cloudinary's mission and values.
Showcase Your Achievements:Don’t just list your responsibilities; focus on your achievements! Use specific examples of how you've successfully recruited high-value partners or driven measurable commercial outcomes in previous roles.
Be Authentic:Let your personality shine through in your application. Cloudinary values humility and curiosity, so don’t be afraid to share your passion for technology and how you can contribute to their culture.
Apply Through Our Website:We encourage you to apply directly through our website. It’s the best way for us to receive your application and ensures you’re considered for this exciting opportunity at Cloudinary!
How to prepare for a job interview at Cloudinary
✨Know Your Stuff
Before the interview, dive deep into Cloudinary's products and services. Understand how their Image and Video API platform works and think about how you can contribute to their mission of enhancing visual media. This knowledge will help you speak confidently about how you can identify and recruit strategic partners.
✨Showcase Your Experience
Prepare specific examples from your past roles that demonstrate your success in partnerships and business development. Highlight instances where you've landed high-value partners or influenced senior stakeholders. This will show that you have the track record they’re looking for.
✨Align with Their Values
Cloudinary values humility, curiosity, and collaboration. During the interview, share experiences that reflect these qualities. Discuss how you’ve worked with diverse teams and built strong relationships, as this aligns with their culture and will resonate well with the interviewers.
✨Ask Insightful Questions
Prepare thoughtful questions that show your understanding of the role and the company’s ecosystem strategy. Inquire about their current partnerships and how they envision the future of their platform. This not only demonstrates your interest but also positions you as a strategic thinker.
