MD of Akamai

Cloudinary

About The Position

Cloudinary is seeking a Managing Director to lead its global partnership with Akamai. This role is pivotal in driving the success of this strategic alliance, focusing on achieving significant growth by integrating Cloudinary's AI-powered video capabilities into Akamai Video Manager. A primary objective is to manage the large-scale replatforming of a legacy product and introduce comprehensive Digital Asset Management (DAM) functionalities. The Managing Director will be instrumental in maximizing the partnership's value, accelerating market adoption, expanding the ecosystem, and translating combined technological strengths into tangible customer and business outcomes.

Requirements

15+ years in strategic alliances, partner management or consulting practice 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 people management 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

Responsibilities

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 specialized cross-functional teams (Product, R&D, Marketing, and Operations) to align with the evolving demands of the partnership and key projects. Ensure performance standards and an MBO framework are in place to achieve individual and team 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.
Successful implementation of a signed joint business model and revenue-sharing framework. Achievement of critical milestones in the replatforming roadmap and successful pilot-to-production transitions.
Achievement of designated revenue targets and leading indicators such as MoUs, SoIs, Frame Agreements, EOL, etc. Maintain target Net Revenue Retention (NRR) and identify growth opportunities.