Managing Director, Akamai London Strategy & Operations

Job title: Managing Director, Akamai London Strategy & Operations

About the Role Cloudinary is hiring a Managing Director to lead our global partnership with Akamai. This role is responsible for the overall success of the strategic partnership, including defining joint commercial strategies and managing relationships with senior executives. The focus is on achieving significant growth by expanding Cloudinary’s AI-powered video capabilities within Akamai Video Manager and driving a large-scale replatforming of legacy solutions with full Digital Asset Management (DAM) capabilities.

What You'll Do

• Develop a robust joint business model and commercial strategy, including pricing structures and revenue-sharing models.
• Establish clear contractual frameworks for referral agreements and revenue sharing to mitigate misaligned objectives.
• Define the value proposition and clear path to profitability for all new integrations and replatforming efforts.
• Lead the replatforming of the legacy business by securing long-term revenue commitments and establishing a multi-year cutover transition plan.
• Initiate pilot programs with clear success and co-innovation criteria; ensure successful pilots translate into the formal phase-out of legacy solutions and full adoption of the Cloudinary solution.
• Recruit, mentor, develop and optimize an immediate team and specialized cross-functional teams (Product, R&D, Marketing, and Operations) to align with the evolving demands of the partnership; implement an executive steering committee to oversee progress.
• Identify and engage key executive sponsors across both organizations to champion the partnership.
• Drive operational excellence and measurable impact, including milestones in the replatforming roadmap and revenue targets; maintain target Net Revenue Retention (NRR) and identify growth opportunities.

What We're Looking For

• 15+ years in strategic alliances, partner management or consulting for a cloud-based service provider.
• 6+ years leading partnership activities for a SaaS provider, ideally working with Akamai and/or partnering with CDNs.
• Experience selling cloud infrastructure services such as Storage, CDN, compute, DAM or visual media.
• Demonstrated track record of quota attainment in sales and alliances management, with metrics including sell-through, sell-to and sell-with (partner influence).
• Advanced understanding of CDN services, including products, pricing, packaging, positioning and GTM tactics.
• Excellent relationship-building and communication skills; ability to collaborate with internal and external stakeholders at all levels.
• Self-motivated, results-oriented, and able to thrive in a fast-paced, dynamic startup environment.
• Willingness to travel as required to meet with partners and attend industry events.

Compensation & Benefits

• Awesome technology
• Top-talent peers
• Robust vacation & wellness policy
• Annual development stipend
• Catered lunches or a food stipend
• Cloudinary is proud to be an equal-opportunity employer dedicated to pursuing a diverse workforce.