Director, Partner Program

Cloudinary was founded in 2012 to solve a simple problem: making it an easy platform to manage images & videos. Over the years we evolved into a $120 million+ annual recurring revenue business serving 10,000 companies across industries – from the smallest Shopify stores to iconic global brands and other worldwide companies. 
Cloudinary is now the foundational technology for all images and videos on the internet. Only we provide robust, flexible, and intelligent solutions for every business in the world to harness the power of visual media to tell its story. As a single source of truth for brands’ image and video needs, we also provide a comprehensive array of APIs and integrations to transform every brand into a masterful visual storyteller.  
If images and video are the electricity powering the new digital world, Cloudinary is the power grid: enabling anyone to easily plug in and “light up” their business with high-impact visual media, without worrying about the science behind the electrical current.
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, Channel Programs, who will set the direction and roadmap for the overall Partner Program. This role  will define and lead key initiatives and program changes to increase the program value to partners and Cloudinary.
The Director, Channel Programs helps manage and support the growth of the channel business. They are responsible for the day to day channel program development/operation as well as the execution of our partner program. The Director, Channel Programs  reports into the VP, GTM Operations and Enablement;  and works cross-functionally with channel & alliances, revenue enablement, marketing, sales, and product to integrate channel programs throughout the business.

Responsibilities:

• Responsible for the design, management & execution of Cloudinary’s global partner program.
• Manage Cloudinary’s Partner Enablement Certification & Badge Model. Work closely with Revenue Enablement and Partner Marketing on partner enablement tools/training and implement as part of the overall partner program
• Provide management of Partner Portal to create an engaging platform for partners to interact with Cloudinary; including deal registration, Sales engagement, opportunity tracking, commissions, and partner success programs as well as supporting partner events.
• Work with channel operations to implement channel strategy, data/reporting, system workflows, and overall operational governance for the program
• Work cross-functionally with marketing, product, legal and finance to continue to implement and grow partner programs and ensure alignment across the business
• Collaborate across C&A to gather requirements for Programs, working closely with regional C&A team on program execution.
• Design, build and manage Ecosystem Programs including incentive programs, MDF Program, Reseller, Services, Alliances, Deal Registration Program, etc.
• Design program guides that detail requirements and benefits, terms and conditions, etc.
• Manage communications to partners via portal, newsletters, webcasts, social channels. Support the development of messaging and content for partner events.
• Document policies and processes to support all aspects of the program, including field / channel rules of engagement and enable global execution
• Design & launch field enablement on Ecosystem Program, Rules of Engagement, Deal Reg, How to Partner, etc. Collaborate with Revenue Enablement in the development of enablement materials
• Collect and manage feedback from partners into the ongoing roadmap for the Ecosystem Program.
• Establish and track metrics of the program, run a quarterly compliance process with the Channel & Alliances field.
• Work with the Revenue enablement and Customer education teams to update and manage Partner education and enablement materials and experience.
• Develop Partner Program collateral/documents and onboarding tools to enhance overall partner experience and communicate to partners
• Communicate channel programs, strategies & events and updates internally to drive alignment throughout the business

About you:

• Bachelor’s degree with 8+ years demonstrated progressive experience in building and managing partner programs.
• Experience building and managing Ecosystem programs. Programs should include incentive, deal registration, MDF, emerging markets and other programs to drive value for partners and Cloudinary.
• Experience building channel services & practices in SaaS/subscription models.
• Excellent communication, analytical and organizational skills.
• Experience