• 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.