Channel Director - North America

Cloudinary

United States Remote

Full time

Dec 14

Cloudinary is the leading provider of media management solutions, powering the trusted, award-winning visual experiences for many of your favorite brands. Cloudinary is the de facto media platform standard for developers and brand managers looking to upload, store, transform, manage, and deliver images and videos online. With over 50 billion assets managed, up to 2000 pieces of content processed by algorithms each second, and a $1B valuation, Cloudinary is quickly becoming the visual media layer of the Internet. We are at an exciting stage, rapidly expanding our product offering, entering new market segments, extending the customer base, and featuring over 8,000 customers including household names like Nike, Peloton, and Neiman Marcus. 

We offer a values-driven, supportive environment in which you will constantly learn and evolve; a place where your ideas will be embraced and pursued. We are proud of our collaborative, and growth-minded work culture, being included in Forbes Cloud’s top 100 three times in a row, and a multi-time winner of the “Best Place to Work” award.

Cloudinary is seeking a Director of Channels to serve as a key member of the Business Development team and help build a large ecosystem of Channel partners in North America. This person will recruit, enable, and support a network of partners in order to drive partner-sourced revenue working closely with the sales, BD -Technology alliances, product and marketing. This position will report to the VP of BD, located in Israel.

Responsibilities:

  • Identify, recruit, enable and manage long-term relationships with channel partners (Global/ Regional SIs, Digital Agencies, VARs, etc.) to support business goals and to execute channel strategies.
  • Drive consistent and predictable channel bookings through joint business planning and ongoing channel enablement.
  • Carry a revenue quota for enterprise sales through channel partners with the goal of establishing a long-term, repeatable framework for new opportunity generation.
  • Develop deep understanding of Cloudinary’s platform, service and offering to support channel partners in sales and integration efforts. 
  • Create and drive overall channel strategy and prioritization plan for coverage area
  • Effectively position Cloudinary as the thought leader for rich media( image and video) management across the partner organizations, while leveraging internal & external resources.
  • Formulate, implement and review nurturing and growth programs.
  • Work in tandem with the US Business Development Representative (BDR) and partner enablement lead to continually improving the partner experience from end to end.
  • Work with Cloudinary’s direct sales and customer success teams to position Cloudinary & our partners within strategic opportunities.
  • Design, launch and manage a metrics-driven partner prospecting & nurture process for a large funnel of inbound/outbound partner leads.
  • Up to 30% travel is requested

About You:

  • 7+ years experience in one or more of the following areas: business development, business strategy, SaaS Sales.
  • Proven track record in identifying, building and managing complex business partnerships that involve revenue generation and product integration
  • Exceptional track record of leveraging the channel to build and close deals by working across all levels of the organization, from developer to the C-suite.
  • Demonstrable history of closing partner sales deals directly and via the channel at or above $1MM ARR.
  • High degree of initiative, resourcefulness, self-motivation, strategic thinking with strong analytic skills and technology background
  • Entrepreneurial and growth mindset
  • Exceptional written and verbal communication skills
  • SaaS experience required
  • B.A or Master’s degree required

Note: Before applying, feel free to reach out to me with questions at https://www.linkedin.com/in/apriltrask/ or april.trask[at]cloudinary.com (faster response with LinkedIn).

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