Partner Acquisition Director

Join Cloudinary as a Partner Acquisition Director, where you will identify, recruit, and activate high-value strategic partners to enhance our ecosystem and maximize the potential of visual media. You will assess partner potential, build executive alignment, influence the company's product roadmap, and drive ecosystem growth initiatives. This role requires a strong background in partnerships, business development, and ecosystem strategy, with a focus on commercial outcomes and technical fit.

• Identifying, recruiting, and activating high-value strategic partners to advance Cloudinary’s ecosystem.
• Assessing partner potential through market access, solution relevance, integration feasibility, and scalability.
• Building executive alignment among partners and internal leadership by aligning key commercial and technical stakeholders.
• Background in API-first SaaS, digital platforms, integrations, or software ecosystems is preferred. externally recognised thought leader in ecosystem/platform strategy
• 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
• 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
• Ability to quantify partnership potential by modelling commercial opportunity and evaluating technical fit to drive major sourced revenue influence
• Highly autonomous market-shaping work, including 8-12 years of relevant experience in partnerships, business development, alliances, or ecosystem strategy, including experience shaping partner strategy, ownership of a global strategic partner ecosystem and influencing senior stakeholders
• The ideal candidate is a recognised subject-matter authority who combines strong judgment, commercial instinct, and technical credibility with a disciplined approach to qualification, recruitment, and enablement