Akamai Technologies, Inc Senior Director Global Account Management in Cambridge, Massachusetts

Senior Director Global Account Management

Cambridge, United States

Sales/Sales Engineering

Dec 05, 2018 Post Date

015031 Requisition #


As the Senior Director of Sales for the Global Account team, you will be responsible for the overall development, direction, management and execution of the Global Account revenue, customer growth and retention and will work closely with both the pre-sales engineering and post-sales services.

You must thrive in a fast- paced team environment and enjoy owning the responsibility and accountability to the business. You will manage a team of sales leaders in growing revenue, generating new business bookings and retaining customers through deep knowledge, inspection and directive of sales and marketing initiatives within their teams. The ability to “think outside the box” to deliver innovative solutions is essential. This requires a person that has a deep knowledge within the technical landscape, is driven, with business and technical savvy.

Responsibilities include, but are not limited to:

  • Define, lead, develop and execute the global accounts go-to-market plan for global sales initiatives to deliver sustained profitable revenue growth from a defined set of global customers through the support of cross-functional internal partners, (service delivery, legal, finance, deal desk) to effectively implement the Global Accounts strategy and sales coverage model to drive and enable the success of the program.

  • Develop and implement segment specific business plans, sales strategies, and action plans for identified accounts to ensure objectives, goals, win strategies, schedules, and action assignments are clearly defined.

  • Determine the optimal deployment of sales and leadership personnel, including recommendations for changing sales roles, coverage models or team configurations, to maximize sales productivity

  • Manage, coach and advise the Global Sales team accountable for the growth of new products/services within established base and deeper engagement within customer organizations to ensure customer retention and revenue.

  • Partner with Sales Operations to implement and manage sales forecasting, strategic account planning, and budgeting processes for assigned teams, ensuring planning, forecasting and budgeting efforts are appropriately integrated with other planning processes employed within the company

  • Perform special assignments for executives (e.g., ad hoc reporting, trend analysis, win/loss analysis and forecasting)

  • Collaborate with eco-system and regional leadership to develop sales strategies that foster cross-regional sales growth across key accounts focused on achieving a high level of customer experience

  • Coordinate multiple resources ranging from Legal, Product, Marketing, Services to provide support where necessary in order to drive agreements to closure.

Required Education and Experience

Applicants must meet one of the following education and experience requirements:

  • 15 years of relevant experience and a Bachelor’s degree or its equivalent in Finance or Accounting or

  • 12 years of relevant experience and a Master’s degree or

  • 10 years of relevant experience and a PhD

Additional Skills Required

  • 15+ years of experience including at least 5 years of leadership experience selling technology solutions in the technical Security market.

  • Proven track-record developing and executing innovative growth strategies in the technical market, extensive relationships with leaders and decision makers in this space.

  • Must possess strategic selling skills, operational excellence in managing a sales team, business maturity and interpersonal skills.

  • Essential traits include extreme sense of urgency, optimism, professionalism and personal integrity

  • Experience in successfully executing complex sales cycles with CXOs

  • Technical acumen, must have strong knowledge of Internet and telecommunications concepts and demonstrate the ability to discuss them with conviction

  • Solutions sales mentality in an environment with multiple products and services.

  • Ability to understand and implement the highest-leverage activities toward winning big deals.

  • A history of building and leading best-in-class sales teams by creating loyalty, trust, and commitment to organizational goals.

  • Both a strategic and operational leader with the ability to dive into the details and execute.

  • Strong planning, financial and analytical skills; proven ability to apply these skills with deft business acumen to complex situations with competing priorities.

  • A driver around the use of data to make internal and market based decisions.

  • Ability to “see around corners” to anticipate future trends, new market transitions, and incorporate customer feedback that enable long-term business success.

  • Possess outstanding organizational and leadership skills - strong written and oral communication skills, interacts and is highly respected by employees at all levels, and who treats people with respect.

  • Experience interacting, presenting, and influencing executives.

Akamai Technologies is an Affirmative Action, Equal Opportunity Employer that values the strength that 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.

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.