Cloudinary is the Image and Video API platform trusted by millions of developers and over 10,000 companies worldwide. Our powerful tools fuel websites to be faster, richer in user engagement, and breakthrough creativity. With a growing suite of products that support everything from developer efficiency to brand storytelling, Cloudinary is becoming the visual layer of the web. Cloudinary has a globally distributed team across North America, EMEA, and Asia-Pacific, united by a shared commitment to building smart, scalable technology and a culture rooted in humility, curiosity, and collaboration. At Cloudinary, we celebrate Life & Work. We believe in healthy growth, working with purpose, and creating meaningful value. If you’re looking for a place where your voice matters and your work truly makes an impact, this may be the opportunity for you. Cloudinary is hiring a Managing Director to lead our global partnership with Akamai. This role is responsible for the overall success of this strategic partnership, including defining joint commercial strategies and managing relationships with senior executives. The focus is on achieving 10x growth by building on our existing strategic alliance, which brings Cloudinary’s AI-powered video capabilities into Akamai Video Manager. A key priority is driving a large-scale replatforming of a legacy product while introducing full Digital Asset Management (DAM) capabilities. This role is central to unlocking the full value of the partnership - accelerating market adoption, expanding the ecosystem, and turning our combined technology strengths into measurable customer and business impact. RESPONSIBILITIES 1. Commercial Strategy & Business Model Development 2. 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. 3. Define the value proposition and clear path to profitability for all new integrations and replatforming efforts. 4. Strategic Replatforming & Partnership Growth 5. Lead the replatforming of the legacy business by securing long-term revenue commitments and establishing a multi-year cutover transition plan. 6. 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. 7. People & Team Management. Executive Leadership 8. Recruit, mentor, develop and optimize a 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. 9. 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. 10. Operational Excellence & Measurable Impact 11. 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. 12. 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. ABOUT YOU: 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 We have you in mind. As an employee, you will experience many benefits, including: 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 Cloudinary is proud to be an equal-opportunity employer dedicated to pursuing a diverse workforce.