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GSI Director

1 month, 3 weeks ago
United States
Full-time
Executive
Partnerships Manager
Sales and Business Development
Apply Now
Cloudinary

Cloudinary

Cloudinary is a top SaaS provider for image and video management, optimizing media delivery to enhance user experiences.

Internet Software & Services
251-1K
Founded 2011
View All Jobs 11

Description

  • Identify, onboard, and nurture strategic partnerships with key Global System Integrators (GSIs).
  • Develop and execute joint business plans and go-to-market strategies with GSI partners to create joint value propositions.
  • Source, influence, and help close high-value strategic deals with GSIs, driving consistent, programmatic pipeline and supporting $2M+ annual deal flow via and with GSIs.
  • Align and collaborate with Cloudinary’s sales teams to leverage GSI relationships, support deals in motion, and improve win rates and deal sizes.
  • Build and maintain scalable GSI engagement frameworks and programs to ensure consistent collaboration and partner execution.
  • Track, report, and own KPIs including sourced and influenced pipeline, deal sizes, and win rates, and refine strategies to optimize partner contributions.
  • Act as primary point of contact between GSIs and Cloudinary’s internal teams, coordinating Product, Customer Success, and Marketing to position Cloudinary within partner-led opportunities.
  • Leverage GSI partnerships to expand Cloudinary’s presence across key verticals and geographies and position Cloudinary as a preferred partner within GSI ecosystems.
  • Build and maintain strong executive relationships with stakeholders at GSIs and within Cloudinary to drive strategic alignment and long-term partnerships.

Requirements

  • 8+ years of experience in partnerships, alliances, or business development roles, with a strong focus on GSIs in the last 3 roles (required).
  • Proven track record of building, scaling, and managing high-impact GSI partnerships (examples: Accenture, Deloitte, Capgemini, IBM, Infosys, TATA) and driving significant revenue growth.
  • Demonstrated ability to develop and execute comprehensive go-to-market strategies with GSIs.
  • Experience sourcing, influencing, and closing strategic, enterprise-level deals and creating programmatic partner pipelines (targeting $2M+ annual partner-influenced deal flow).
  • Exceptional interpersonal and communication skills with experience influencing senior executives and managing stakeholder relationships.
  • Familiarity with SaaS, cloud, or digital media management landscapes.
  • Proficiency analyzing market trends, performance data, and partnership metrics to inform strategy and reporting.
  • Bachelor’s degree or equivalent; MBA is a plus.
  • Role is remote but limited to candidates based on the U.S. East Coast; no relocation support provided.

Benefits

  • 100% sponsored medical, dental, and vision plans for employees and family
  • HSA company contribution
  • 401(k) matching program
  • Robust vacation and wellness policy
  • Annual development stipend
  • Catered lunches or a food stipend
  • Remote, full-time role with a distributed global team and opportunities to work with top-talent peers

Interested in this position?

Apply directly on the company website

Apply Now

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