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Enterprise Sales Executive

Sales/Sales Engineering
010535 Requisition #
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The Enterprise Sales Executive is a front line, customer facing individual contributor responsible for articulating Akamai’s Enterprise Vision and hunting net new business. The focus is on managing the Enterprise opportunity pipeline to deliver consistent quarterly results in the spirit and mindset of a “start-up”. The Enterprise Sales Executive must quickly identify which customers represent immediate and medium term opportunity and allocate your time and the company’s resources to validated prospective deals. The Executive owns the very deliberate and ongoing process of building pipeline opportunities as well as closing and meeting sales quotas.

As an Enterprise Sales Executive you will be responsible for

* Developing a strategic sales plan, which includes proactively developing account plans, as well as maximize the territory opportunities through new accounts
* Utilizing marketing resources to create and manage a high-volume sales pipeline through execution of their sales plan
* Deliver compelling vision presentations linking to Network and IT Transformation
* Articulate and demonstrate product concepts to a business and technical audience
* Lead the POC process by documenting key success criteria agreed with the customer
* Manage full-cycle sales process through qualification, needs analysis, product demonstration, negotiation and close
* Negotiating contracts that maximize customer usage and satisfaction
* Drive the adoption of Akamai Enterprise solutions into the existing customer base
* Rigorous hygiene tied to accurately forecast opportunity, Sales Stage and close date
* Meet/exceed monthly and quarterly goals
* Travel up to 40%


* Enterprise-sales experience in Internet services, security, networking or SaaS
* Experienced/trained in a sales methodology such as Miller Heiman, Challenge Sale, etc.
* History of consistently exceeding individual sales goals and targets
* Experience in B2B environment preferably in Internet services/software
* Excellent interpersonal, communication, and presentation skills
* Strong drive to achieve, learn and provide market and product feedback
* Ability to work well in ambiguous situations
* Flexibility and Adaptability; Open to new ideas
* Research skills; Ability to identify and distill appropriate data
* Detail-oriented, with ability to manage multiple priorities
* Excellent verbal communication skills with experience presenting ideas to senior management and customers

* English and Italian language skills on fluent level


About Akamai Technologies

Akamai is the global leader in Content Delivery Network (CDN) services, making the Internet business ready—fast, reliable, and secure—for its customers. The company's advanced web performance, mobile performance, cloud security and media delivery solutions are revolutionizing how businesses optimize consumer, enterprise and entertainment experiences for any device, anywhere. Headquartered in Cambridge, MA, Akamai has offices around the world and operates the most pervasive, highly distributed CDN—with more than 200,000 servers in 110 or more countries—delivering up to 30% of all Web traffic. Learn more at

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 at

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