Akamai Technologies, Inc Sales Operations Manager in Cambridge, Massachusetts

Sales Operations Manager

Cambridge, United States

Sales Operations

Jan 02, 2019 Post Date

015276 Requisition #


The Sales Operations Manager provides support for our global sales functions & programs, focusing primarily on operations for Akamai’s Global Account Program. Reporting to the Director of Global Web Sales Operations, we are seeking an energetic, multi-tasking, and creative individual to support our sales organization headquartered out of Cambridge, MA. The person filling this role will partner directly with the Senior Director of Global Accounts and other sales executives in the web division, serving as their primary business partner and will be responsible for providing forward-looking insights to guide Sales Management on areas of improvement for the business. As a Sales Operations Manager, you will be responsible for:

Sales Operations:

  • Provide business insight into the sale of an expanding portfolio of Akamai products in a fast paced and growing market, segmented by industry and geography

  • Facilitate the development and deployment of sales targets and quotas by geo and industry segment

  • Provide assessments and analytics in the development of sales territories and deployment of Account Executives

  • Facilitate the development of the go-to-market organizational structure and associated sales hierarchy to maximize sales productivity

  • Coordinate forecasting, planning, budgeting, quoting and order processing processes used within the sales organization, maintaining high levels of quality, accuracy, and consistency

  • Provide ad hoc sales performance reporting and analysis

  • Facilitate a culture of continuous improvement by identifying and executing on opportunities for sales process enhancement, collaborating with cross functional teams such as marketing, product management, account management and finance

  • Provides sales rep performance data to assist sales management with the management and administration of their teams

  • Works with sales management to quickly understand key differentiators to exploit sales and market opportunities

  • Assists sales management in understanding and addressing sales deficiencies, process bottlenecks and performance inconsistencies

  • Provide sales productivity and capacity modeling/analysis that ties into headcount & budgets

Sales Enablement:

  • Partner with Akamai’s Sales Enablement and Program Management team to develop, deliver, and maintain operational training of sales systems and processes for our Sales new hire on-boarding program

  • Partner with Akamai’s Tools & Reporting team to implement and leverage sales enabling platforms/tools. Monitor the sales organization’s compliance with required standards for maintaining CRM data

  • Maintain reporting and business cadence to proactively inspect and manage Akamai sales, drive the pace of the business and go-to-market efforts to meet critical KPIs in terms of bookings, revenue, and opportunity pipeline

  • Leverage Salesforce.com to provide pre-sales analytics on deal commitments and pipeline, and post-sale reporting of bookings data and performance against plan

Cross Functional Leadership:

  • Liaise with members of the Sales, Marketing, Services, Finance, and Product teams

  • Work with product and finance teams to translate product business plans into executable sales productivity plans, forecasts, quotas and targets

  • Provide analytical and reporting support for marketing activities (pipeline reporting)

  • Provide product sales performance data and information (product reporting)

  • Support M&A activity with sales productivity analysis

About the Team

Akamai is a rapidly growing company expanding its business in new markets both domestically and internationally. Akamai’s Sales Operations team is a collaborative, results-driven, cross functional team that is focused on partnering with our top-notch Sales and go-to-market teams to enable, enhance and improve every facet of their execution and productivity – ranging from strategic planning, sales, services, and marketing analytics, sales process and selling methodology, performance reporting, administration of CRM systems, budgeting, as well as new hire on-boarding and the ongoing sales training, education, and development of our existing sales team. We work in a fast paced environment in our world-class headquarters, located in Cambridge, MA.

Required Education and Experience:

Applicants must meet one of the following education and experience requirements

  • 8 years of relevant experience and Bachelors degree or

  • 6 years of relevant experience and a Masters’ degree

Required Skills:

  • 5+ years of relevant Sales Operations experience.

  • 5+ years of experience in Business Partner Roles.

  • 3+ years of experience supporting a Sales Organization as business partner.

Desired Skills:

  • Strong business-partnering skills with Senior Sales management

  • Experience working in a highly matrixes organization and/or function

  • Experience in the high-tech industry a plus

  • Capability to implement best in class processes focused on delivering business results.

  • Ability to effectively communicate complex topics to a broad audience including technical and non-technically driven functions.

  • Desire and proven experience in driving change building scalable processes along the way.

  • Drive for results.

  • Provide Enablement capabilities to Sales while ensuring appropriate controls are in place.

  • Ensure decisions are aligned with the interests of Akamai’s shareholders and will drive value shareholder value.

  • Strong analytical and quantitative capabilities are required.

  • Familiarity with Salesforce.com and additional experiences with a CRM system is required with hands on salesforce transformations preferred.

About Akamai Technologies

Akamai secures and delivers digital experiences for the world's largest companies. Akamai's intelligent edge platform surrounds everything, from the enterprise to the cloud, so customers and their businesses can be fast, smart, and secure. Top brands globally rely on Akamai to help them realize competitive advantage through agile solutions that extend the power of their multi-cloud architectures. Akamai keeps decisions, apps and experiences closer to users than anyone - and attacks and threats far away. Akamai's portfolio of edge security, web and mobile performance, enterprise access and video delivery solutions is supported by unmatches customer service, analytics and 24/7/365 monitoring. To learn how Akamai is shaping the future of digital transformation, visitwww.akamai.comand follow @Akamaijobs onTwitter,Facebook,LinkedInandInstagram.

Akamai is a growing, and evolving, company with offices and operations around the world. As such, we strive to foster inclusive and representative workplaces where all employees are wholly welcome, and enabled to share and benefit from each other’s diverse contributions, as one global team. Our commitment to diversity reaches beyond our corporate offices, to our business partners and suppliers who share the same principles, and whose employees we value as integral to the Akamai business family. Learn more atwww.akamai.com/diversity.

Akamai Technologies is an Affirmative Action, Equal Opportunity Employer. If you'd like more information about EEO rights under United States law, please clickhere.

Akamai Technologies is an Affirmative Action, Equal Opportunity employer that values the strength diversity brings to the workplace. All qualified applicants will receive consideration for employment and will not be discriminated against on the basis of gender, race/ethnicity, protected veteran status, disability, or other protected group status.