Responsibilities
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Commercial Strategy & Business Model Development
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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.
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Define the value proposition and clear path to profitability for all new integrations and replatforming efforts.
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Strategic Replatforming & Partnership Growth
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Lead the replatforming of the legacy business by securing long-term revenue commitments and establishing a multi-year cutover transition plan.
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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.
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People & Team Management. Executive Leadership
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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.
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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.
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Operational Excellence & Measurable Impact
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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.
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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.
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About you:
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15+ years in strategic alliances, partner management or consulting practice for a cloud-based service provider.
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6+ years leading partnership activities for a SaaS provider, ideally working with Akamai and/or partnering with CDNs.
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Experience selling Cloud infrastructure services such as Storage, CDN, compute, DAM or visual media.
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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).
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Advanced understanding of CDN services, including products, pricing, packaging positioning and GTM tactics
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Excellent relationship-building and communication skills, with the ability to effectively collaborate with internal and external stakeholders at all levels.
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Self-motivated, results-oriented, and able to thrive in a fast-paced, dynamic startup environment.
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Willingness to travel as required to meet with partners and attend industry events
