Managing Director, Akamai Partnership

Job title: Managing Director, Akamai Partnership

About the Role Cloudinary is seeking a Managing Director to lead the global Akamai partnership. The role owns the overall success of the strategic alliance, including defining joint commercial strategies and managing relationships with senior executives. The focus is on achieving 10x growth by expanding Akamai’s capabilities with Cloudinary’s AI-powered video platform and driving a large-scale replatforming with DAM capabilities. You will accelerate market adoption, expand the ecosystem, and translate technology strengths into measurable customer and business impact.

What You'll Do

• Develop a robust joint business model and commercial strategy, including pricing structures and revenue-share models.
• Establish clear contractual frameworks for referral agreements and revenue sharing to mitigate the risk of 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 the full adoption of the Cloudinary solution.
• Recruit, mentor, develop and optimize an immediate team and cross-functional teams (Product, R&D, Marketing, and Operations) to align with partnership demands.
• Ensure performance standards and an MBO framework are in place to achieve targets.
• Lead an Executive Steering Committee to oversee partnership progress, resolve escalations, and align on long-term vision.
• Identify and engage key executive sponsors across both organizations to champion the partnership.
• Successfully implement a signed joint business model and revenue-sharing framework.
• Achieve critical milestones in the replatforming roadmap and pilot-to-production transitions.
• Achieve designated revenue targets and leading indicators such as MoUs, SoIs, Frame Agreements, EOL, etc.
• 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 successful quota attainment in a sales and alliances leadership role, tracking all types of measurements 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, with the ability to effectively 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

• 100% sponsored medical, dental, and vision plans for employees & family
• HSA company contribution
• Matching 401k program
• Robust vacation & wellness policy
• Annual development stipend
• Catered lunches or a food stipend
• Awesome technology
• Top-talent peers