Managing Director of Akamai Partnership

Join Cloudinary as the Managing Director of our global partnership with Akamai. In this strategic role, you will define joint commercial strategies, manage relationships with senior executives, and drive a large-scale replatforming of a legacy product. You will also lead an Executive Steering Committee, recruit and develop your team, and achieve designated revenue targets. This position offers comprehensive health benefits, family-friendly policies, and a hybrid work model.

• Lead the overall success of the strategic partnership with Akamai, defining joint commercial strategies and managing relationships with senior executives.
• Drive a large-scale replatforming of a legacy product while introducing full Digital Asset Management (DAM) capabilities, ensuring successful pilots translate into full adoption of the Cloudinary solution.
• Develop a robust joint business model and commercial strategy, including pricing structures and revenue-share models, and establish clear contractual frameworks for referral agreements and revenue sharing.
• Willingness to travel as required to meet with partners and attend industry events
• Self-motivated, results-oriented, and able to thrive in a fast-paced, dynamic startup environment
• 15+ years in strategic alliances, partner management or consulting practice for a cloud-based service provider
• Advanced understanding of CDN services, including products, pricing, packaging positioning and GTM tactics
• Excellent relationship-building and communication skills, with the ability to effectively collaborate with internal and external stakeholders at all levels
• 6+ years leading partnership activities for a SaaS provider, ideally working with Akamai and/or partnering with CDNs
• Demonstrated track record of successful quota attainment in a sales and alliances people management role, tracking all types of measurements including sell through, sell to and sell with (partner influence)
• Experience selling Cloud infrastructure services such as Storage, CDN, compute, DAM or visual media