Fiona Zhang steps up as Akamai APJ channel chief

New role comes as regional demand for security and AI grows and local partner network expands.

Akamai has tapped Fiona Zhang to step into the role of regional VP for channel sales and programs for Asia Pacific and Japan to strengthen its region-wide position. It expands Zhang’s remit from channel chief for Greater China.

Zhang said the new role is a way to stay in touch with regional priorities while leveraging regional partner resources.

“[It also] provides everyone the opportunity to learn what’s working well in other markets and replicate it where it makes sense,” she said.

Two-fold regional demand for security and AI solutions

Akamai is responding to demand for security solutions, particularly around APIs and applications, integrated into the cloud.

“Our partners are helping customers who want to simplify their processes, with a preference for unified platforms that bring together performance, security and scalability,” she told CRN Australia.

At the same time, there’s a clear shift towards edge and AI-driven use cases, with organisations wanting fast, distributed environments to support their applications.

“Overall, we’re seeing investment is still firmly focused on secure, high-performing cloud as complexity and risk continue to grow,” she said.

Currently, two-thirds of its customers are served through partners and 90 percent of new customers are onboarded through the channel.

Akamai is working to expand its regional partner network to cater to the diverse needs of the region, from local compliance to differences in language and business practices.

“Partners play a natural role in bridging that gap, enabling us to deliver more tailored value and helping customers build strong, locally relevant security and cloud foundations,” she said.

“We're increasingly focused on value-added partners, those investing in certified teams, delivering managed services and building long-term, strategic alignment with us,” she added.

Looking ahead, Akamai expects partner-influenced revenue growing to around 80 to 85 percent and partner-sourced customer acquisition remaining above 90 percent.

Competing with the hyperscalers

Across the region, Akamai is finding many organisations are under pressure to move fast but face fragmented architectures, legacy systems and skills gaps that hinder effective execution.

And as AI adoption grows, so does the need for low-latency, distributed infrastructure, “which adds another layer of complexity”.

“It’s not just about adopting cloud, security and AI, but doing it in an integrated, scalable and manageable manner,” Zhang told CRN Australia.

In a highly competitive market, Akamai believes its combination of cloud, security and delivery on a distributed edge platform sets it apart.

“Our focus is on performance and security at the edge, closer to users and applications, which is becoming even more important with AI,” said Zhang.

In addition, security is built into the platform, rather than bolted on, particularly across APIs and applications.

“That integrated approach resonates very well with our partners’ customers who are looking to consolidate vendors and simplify their environments,” she added.