Cloudinary is passionate about building valuable partnerships that create joint wins for us, our partners, prospects, and our shared customers. To continue to drive the growth of our ecosystem, we’re looking for a Strategic Technology Partnerships Sr./Director, who will set and execute on the direction for Cloudinary’s Akamai partnership in the EMEA & APAC region. This role will define and lead key initiatives and program changes to increase the program value to our CDN partners and Cloudinary.
Responsibilities: Develop the long-term strategic direction, vision and goals for our Akamai partnership in EMEA & APAC, owning the strategic plan that align to the global Akamai partnership planDrive mindshare across Akamai QCP ecosystem that helps establish GTM activities across EMEA & APAC.Promote Cloudinary + Akamai partnership advantages with shared customer wins to foster strong, long-term relationships with Akamai partner sales and technical teams.Drive Quarterly Business Reviews and other ongoing executive engagements with our partnership, measuring performance against growth targetsCollaborate with Cloudinary Product Marketing to fine tune the required collateral that supports GTM initiatives in the regionCollaborate with Cloudinary Channels & Alliance organization to help build preferences for Cloudinary offerings inside our Akamai partnership and ecosystemsRecruit executive sponsors and key executive supporters within the Akamai region to create a strong alignment structure.Maintain a collaborative technical relationship with relevant product and engineering leaders that helps optimize and foster support for Cloudinary’s roadmap capabilitiesCollaborate with cross-functional teams, including Channels & Alliances, Sales, Marketing, and Product, to develop and implement enablement programs and joint marketing campaigns that drive sales opportunitiesWork collaboratively with Akamai partners and Cloudinary teams to define strategic accounts and joint account planning targets, to support proactive business development.Track, analyze, and report on key performance metrics and pipeline activities for internal stakeholders, including executive leadership, to drive data-driven decision-making and optimize the Akamai partnership performance. About you: 10+ years in business development, strategic alliances and/or partner management for a cloud based service provider.4+ years leading partnership activities for a SaaS provider, ideally working with Akamai and/or partnering with CDNsExperience selling Cloud infrastructure services such as Storage, CDN or compute servicesDemonstrated track record of successful quota attainment in a sales and alliances 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 tacticsExcellent 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
