• Identify, onboard, and nurture partnerships with key GSIs. • Develop and execute joint business plans with GSIs to drive mutual growth and value. • Collaborate with GSIs to source, influence, and close high-value strategic deals, generate a consistent, programmatic pipeline via and with GSIs and drive deal flow supporting $2M+ annually via and with GSIs. • Align with Cloudinary’s sales teams to leverage GSIs and support deals in motion, thereby improving Cloudinary’s win rates and deal sizes. • Build and maintain scalable GSI engagement frameworks to drive consistent collaboration. • Develop go-to-market strategies and joint value propositions with GSI partners. • Leverage GSI partnerships to expand Cloudinary’s presence across key verticals and geographies. • Position Cloudinary as a preferred partner within GSI ecosystems. • Track and report on KPIs, including sourced and influenced pipeline, deal sizes, and win rates. • Continuously refine strategies to optimize partner contributions to strategic goals. • Act as the primary point of contact between GSIs and Cloudinary’s internal teams. • Work with Cloudinary’s Product, customer success, and marketing teams to position Cloudinary & our partners within strategic opportunities. • Build strong relationships with executive stakeholders at GSIs and within Cloudinary.