• 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.

• Responsible for developing a strategy for your customer including relationship mapping, value outcomes, product adoption, customer experience, customer satisfaction and expansion. • Assure the customer’s overall successful adoption of Reveleer platform technology and Reveleer’s timely fulfillment of related services throughout project lifecycle: onboarding to project close/billing. • Be the one point of contact for the customer and coordinate and communicate cross functionally to resolve issues, relay feedback and expand opportunities. • Monitor tickets and manage resolution through customer support and engineering groups. Do not manage or communicate on technical issues without technical support. • Improve engagement approaches based on customer segmentation while leading a culture of continuous improvement. • Provide strategic direction on revenue expansion in accounts, working closely with sales management to align strategies through cross sell and up sell opportunities. • Lead day to day management of multiple projects including, but not limited to, creating work plans, identifying, and resolving critical project issues, client meeting coordination, assisting in monitoring project progress through analytic reports and other administrative tasks. • Monitor Client vital signs using data to identify potential growth opportunities or account risks. • Conduct business reviews by demonstrating Reveleer performance through project outcome data, as well as packaging enhancements for areas needing improvement. • Articulate changes to Reveleer’s technology product roadmap and support Clients through new feature/function adoption • Act as the main POC, defining a success plan, ensuring mutually understood and agreed expectations and communicating issues clearly. • Rally Reveleer’s internal teams and resources to drive our execution in-line with customer's business goals. • Influence future lifetime value through higher product adoption, customer satisfaction, and overall health scores. • Discover and understand early churn signals and drive process throughout the organization to reduce churn and increase customer advocacy. • Ensure processes for escalating client issues happen with speed and urgency, orchestrating resources across the company as appropriate. • Develop and foster executive level relationships within clients. • Deliver quarterly partnership reviews. • Participates in departmental and organizational meetings regularly. • Follow the company’s code of conduct.

• Deliver tailored account management services to a pre-assigned vertical of existing customers • Identify white space opportunities and business challenges • Map organizational influence to enhance customer relationships • Conduct quarterly customer reviews to assess performance and identify areas for improvement • Challenge the status quo and propose innovative solutions • Analyze total spend to uncover how JAGGAER can optimize both upstream and downstream management • Lead negotiations and close customer contract renewals effectively • Create and implement strategies to safeguard existing revenue while increasing account penetration and customer satisfaction • Meet and exceed quota by successfully identifying and selling add-on and upsell opportunities • Work closely with other customer-facing teams (e.g., Solution Engineers, Support, Value Consulting) to ensure customer needs are met and that JAGGAER’s messaging is consistent, fostering strong, long-lasting relationships • Develop and maintain deep knowledge of the JAGGAER suite of products • Participate in trade shows and conferences to represent JAGGAER and engage with potential clients • Lead or participate in Requests for Proposals (RFPs) for your assigned accounts • Utilize Salesforce and Outreach IO for daily documentation and proactive account engagement.

• Leading and developing a high-performing fundraising team (approx. 5+), with a focus on coaching, performance management, and ensuring role clarity • Building a team culture grounded in accountability, analytical rigor, and continuous improvement • Providing strategic direction, quality assurance, and thought partnership on major proposals, pitch decks, and donor-facing materials • Establishing high-quality standards, templates, and review processes across the team • Owning and expanding a portfolio of high-value institutional, corporate, foundation, and HNW partners • Developing pipelines and closing multimillion-dollar, multi-year funding opportunities • Building trusted relationships with senior decision-makers and influential networks • Bringing creativity and strategic insight to partnership design, helping shift donor priorities toward cash as a preferred aid modality • Leading end-to-end partnership lifecycles — from discovery and market mapping to pitching, negotiation, and close • Acting as a senior external representative of GiveDirectly at conferences, donor forums, high-level events, and strategic convenings • Building and nurturing relationships across philanthropy, development, humanitarian response, climate, tech, and HNW networks • Collaborating with Country Directors and operational leaders to design compelling, evidence-driven program proposals • Aligning internal stakeholders (operations, finance, policy, research) for complex, multi-country funding opportunities • Enhancing forecasting, pipeline management, and partnership systems to support strategic decision-making • Strengthening cross-team knowledge sharing, proposal libraries, and partnership processes • Helping shape GiveDirectly’s long-term partnership roadmap, including major “big bet” opportunities