Vice President, Strategic Partnerships

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 seasoned partnerships executive to build, scale, and lead Cloudinary’s global strategic partner ecosystem, spanning ISVs, GSIs, major platforms, and hyperscalers. This leader will define the long-term partnerships strategy, grow and inspire a high-performing team, and unlock significant commercial impact by expanding Cloudinary’s reach and translating strategic alliances into meaningful growth. We’re looking for a leader with deep experience in the ecosystems in which Cloudinary operates and the ability to translate that knowledge into a strategic advantage. This person brings a structured, process-minded approach that creates clarity, frameworks, and repeatable motions that accelerate growth without introducing unnecessary complexity. They are a decisive, action-oriented operator who is comfortable shaping the strategy, building the model, and rolling up their sleeves to drive execution at pace. 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.