Partner Acquisition Director

Cloudinary

About The Position

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 youâ€™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 Partner Acquisition Director to identify, recruit, and activate high-value strategic partners to advance Cloudinaryâ€™s ecosystem to further unleash the full potential of visual media. Strategic partners are those with the commercial potential, ecosystem relevance, and technical compatibility to extend Cloudinaryâ€™s reach and create long-term platform value, while delivering disproportionate returns. This role focuses on choosing the right partners based on commercial upside and technical fit, and helping them succeed as AI reshapes business models, platform economics, and the competitive landscape.

Requirements

8-12 years of relevant experience in partnerships, business development, alliances, or ecosystem strategy.
Experience shaping partner strategy.
Ownership of a global strategic partner ecosystem.
Influencing senior stakeholders.
Strong track record of landing high-value partners that drive measurable commercial outcomes.
Executive-level partner negotiations with top-tier alliances.
Experienced in regular interaction with C-level executives at hyperscalers/global strategic partners.
Ability to quantify partnership potential by modelling commercial opportunity and evaluating technical fit to drive major sourced revenue influence.
Skilled at partnering across Product, Sales, Marketing, Legal, Finance, and Engineering to drive strategic alliances.
Leading through influence without direct authority and aligning multiple executive stakeholders around shared commercial outcomes.

Nice To Haves

Background in API-first SaaS, digital platforms, integrations, or software ecosystems is preferred.
Externally recognised thought leader in ecosystem/platform strategy.

Responsibilities

Identify and recruit strategic partners that can disrupt the status quo, expand market reach, accelerate the pipeline, and create unparalleled revenue opportunities.
Own Cloudinaryâ€™s global strategic ecosystem strategy.
Assess partner potential through market access, solution relevance, integration feasibility, and scalability, acting as the companyâ€™s top partnership authority.
Define long-term partnership monetisation strategy.
Build executive alignment among partners and internal leadership by aligning key commercial and technical stakeholders to secure commitment and ensure launch readiness.
Lead transformational global alliances with hyperscalers and strategic platform providers.
Work across internal teams to help partners unlock new revenue streams and shape a clear value proposition, accelerating value creation and delivery, with responsibility for major influence on sourced revenue.
Influence the companyâ€™s product and AI platform roadmap through ecosystem insights.
Drive company-level ecosystem growth initiatives with executive leadership.