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 Technology Partnerships Director, who will set and execute the direction for targeted strategic Akamai partnership in North America. This role will define and lead key initiatives and program changes to increase the program value to our Akamai partners and Cloudinary.
Responsibilities:
Drive mindshare across Akamai partner ecosystems that help establish GTM activities in North America
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 Akamai partners, measuring performance against growth targets
Collaborate with Cloudinary Product Marketing to create the required collateral for Akamai partnership to support GTM initiatives
Collaborate with Cloudinary Channels & Alliance organization to help build preferences for Cloudinary offerings inside Akamai partners and Akamai partner ecosystems
Recruit executive sponsors and key executive supporters within Akamai partners and Cloudinary to create a strong alignment structure.
Maintain a collaborative technical relationship that helps optimize and foster support for Cloudinary’s roadmap capabilities
Collaborate with cross-functional teams, including Channels & Alliances, Sales, Marketing, and Product, to develop and implement enablement programs and joint marketing campaigns that drive sales opportunities
Work 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 Akamai partner performance.
Requirements:
5+ 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 or for Akamai
Experience selling Cloud infrastructure services such as Storage, Akamai or compute services
Demonstrated 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 Akamai 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
