Strategic Technology Partner Director

Role Overview

• 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

Tech Stack

• Cloud

Benefits

• Awesome technology
• Top-talent peers
• 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