Director, AWS Alliance

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 passionate about building valuable partnerships that create joint wins for us, our partners, prospects, and our shared customers. To continue to drive the growth of our ecosystem, we’re looking for a Director, AWS Alliance to help us deepen and scale our strategic co-sell relationship with AWS, driving joint go-to-market execution, revenue growth, and customer success across North America and LATAM. Reporting to the Senior Director, Strategic Technology Partnerships, the Director, AWS Alliance will lead our AWS co-sell partnership in North America and LATAM.  You’ll drive execution of our global strategy through an actionable regional plan, lead day-to-day execution with AWS and Cloudinary field teams, and help us scale and evolve the AWS partnership. Responsibilities:

AWS Co-Sell GTM Strategy & Execution

Serve as the AWS GTM lead for North America and LATAM, driving execution of our AWS co-sell strategy through regional and industry plans and orchestrating cross-functional co-sell initiatives with Sales, Channels/Alliances, and Customer Success.

Revenue, Pipeline & Co-Sell Execution

Own sourced and influenced pipeline and revenue generated through AWS co-sell and Marketplace motions, with end-to-end accountability for AWS alliance performance in your region.

Leverage AWS relationships and funding programs to increase win rates on Cloudinary-sourced opportunities.

Identify and develop AWS-sourced new business within AWS-managed accounts, and drive expansion (cross-sell/upsell) in existing Cloudinary customers.

Support renewal cycles and expansion motions to maximize Net Revenue Retention (NRR) with a focus on utilization and growth.

Relationship Management & Joint Planning (Region)

Build and deepen executive, sales, technical, and partner team relationships across AWS regions and defined business units.

Act as the primary point of contact in territory for AWS partnership teams, leading regular QBRs and joint planning sessions with AWS and Cloudinary to define strategic accounts, targets, and proactive business development motions.

Align closely with Cloudinary Sales, Channels/Alliances, and Customer Success to embed AWS co-sell into core go-to-market motions.

Collaborate with Channels & Alliances to co-sell joint multi-partner solutions within AWS and the broader AWS partner ecosystem.

Enablement, Marketing & Programs

Run or sponsor enablement sessions for AWS reps and internal Sales and CSM teams on joint value propositions, plays, and success stories.

Ensure Cloudinary maximizes AWS programs in the territory.

Collect and share field feedback from AWS and Cloudinary teams to continually refine messaging, positioning, and enablement assets.

Operations, Insights & Reporting

Track, analyze, and report on key performance metrics in territory (pipeline, co-sell activity, sourced/influenced revenue, win rates, program utilization).

Use data-driven insights to identify what’s working / not working across regions, segments, and programs, and adjust AWS co-sell execution accordingly.

About you:

EAST COAST HOURS

10+ years of experience in technology, SaaS, or cloud.

7+ years working directly in the AWS ecosystem in a partner, alliances, or sales capacity; ex-AWS experience strongly preferred.

Advanced understanding of AWS products, services, organizational structure, and partner programs, including AWS Marketplace and co-sell programs.

Proven track record of achieving or exceeding quota in sales and/or alliances roles, including sell-through, sell-to, and sell-with motions.

Proven ability to lead through influence, driving alignment and execution across sales, marketing, product, and partner teams without direct authority.

Demonstrated ability to drive partner-originated and partner-influenced pipeline and revenue across regions.

Experience working closely with AWS field roles (PDMs, sales, solution architects, etc.), including onsite enablement sessions and joint account planning.

Ability to navigate and stay current on AWS partner programs, including managing POC funding and other funding requests.

Exceptional relationship-building, communication, and storytelling skills; comfortable presenting to C-level executives and collaborating with stakeholders at all levels.

Self-motivated, results-oriented, and highly organized, with the ability to thrive in a fast-paced, dynamic, and often ambiguous environment.

Willingness to travel as needed to meet with AWS teams and attend industry and partner events.