Vice President, Strategic Partnerships

Responsibilities:

• Define and own the partnerships strategy, including prioritisation and multi-year growth plans across ISVs, GSIs, platforms, and hyperscalers.
• Establish clear frameworks, operating rhythms, and governance that enable partnership motions to scale predictably and generate meaningful partner-sourced and partner-influenced revenue — without introducing unnecessary complexity.
• Build, lead, and develop the Strategic Partnerships team, creating a high-performance culture grounded in clarity, accountability, and repeatable success.
• Personally lead strategic, high-value partner engagements, including executive alignment, complex commercial negotiations, and joint business planning with top-tier partners.
• Drive joint GTM initiatives, including co-selling, co-marketing, and partner enablement programmes, in close collaboration with cross-functional leaders.
• Partner cross-functionally with Sales, Marketing, Product, and R&D to shape partnership roadmaps, influence product direction, and unlock new monetisation opportunities.
• Represent Cloudinary at the senior-most levels within partner organizations and industry events, strengthening Cloudinary’s position across the ecosystem.

About You:

• Significant experience leading global strategic partnerships with major ISVs, GSIs, platforms, or hyperscalers, including building partnerships from inception and scaling them into multi-million-dollar growth drivers.
• Deep familiarity with ecosystems relevant to Cloudinary, with a track record of delivering measurable business impact through those partnerships.
• Demonstrated leadership experience, including hiring, developing, and scaling high-performing partnerships teams.
• Strong operational and organisational design skills — able to architect scalable processes, frameworks, partner programs, and governance models that accelerate execution.
• Strategic, analytical thinker with the ability to define long-term ecosystem strategies and tie partnerships to measurable commercial outcomes.
• Proven ability to negotiate and close complex, multi-stakeholder commercial agreements and manage executive-level partner relationships.
• Hands-on operator who can move seamlessly between executive strategy and tactical execution.
• Exceptional communication and cross-functional collaboration skills, with experience working alongside Product, Engineering, Sales, and Marketing leaders.