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Sales Representative - Existing Accounts

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Sales/Sales Engineering
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008848 Requisition #
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About the Job

As an Inside Sales Representative, you will be responsible for driving new customer sales over the phone, owning the sales cycle from end-to-end. You will drive business in both existing clients within your assigned vertical/territory and also new logo clients. The Inside Sales Representative will have a defined vertical or territory focus and concentrate on Akamai’s Emerging Customer segment. Responsibilities include generating new business through prospecting with outbound calling, email, inbound inquiries and marketing / tradeshow events. The ISR will be responsible for articulating the Akamai value proposition, generating interest in Akamai services and managing sales cycles through closure for Akamai solutions.


About the Team

The Inside Sales team is responsible for growing customer count and revenues for Akamai across EMEA in the areas of Technology (hardware, software, and SaaS), Commerce (retail, hotel and travel related companies) and Digital Media companies. The Inside Sales team focuses on selling to our Emerging Market Customer segment made up of primarily small and medium business companies in these verticals.


Responsibilities

  • First point of customer contact to convert LQR profile (marketing lead) to determine the best sales resource i.e. Channels, ISR or Field through tele-qualification.
  • Meet or exceed monthly new business and new customer acquisition targets as well as monthly sales, upsell and cross-selling targets in the assigned customer base.
  • Take a Solution sales approach to your customers, generating new sales opportunities in defined verticals/territories through aggressive prospecting, networking and leveraging leads from marketing.
  • Management of sales cycles within existing Akamai accounts, demonstrating proactivity to uncover new business and new opportunities therein.
  • Manage and own individual pipeline of opportunities, call stats and closed/won revenue, in line with assigned metrics and targets.
  • Extensive territory planning in assigned region and prospect research within specific industry verticals and Akamai solutions.
  • Developing and articulating a targeted customer value proposition a ‘Why Akamai, Why Now’ proposition for each call, through listening to customer needs and tailoring messages to customer based on their needs, tying-in promotional campaigns, upgrades or extensions around products/services.
  • Support of internal industry or solution specific marketing campaigns and events.
  • Build strong consultative relationships with key client business managers and IT executives with a focus on understanding and addressing business needs.
  • Understand and leverage the clients’ procurement processes and their key decision-making criteria for winning new business.
  • Co-operate closely with and co-ordinate internal and external teams and partners, to deliver appropriate solutions sales.
  • Completion of the Customer profile in SFDC and routing to Channels, ISR pipeline or appropriate MAE.


Basic Qualifications

  • Ideally educated to degree-level or possessing equivalent experience
  • Experience in an inside sales, prospecting role or customer facing role, ideally within IT or New Media.
  • Fluent English language skills.
  • Fluent Polish or Czech or Slovak language skills.


Desired Qualifications

  • Strong and self-confident communicator comfortable speaking with Director level and C-Level contacts.
  • Proven experience of being persuasive, influential and professional on the phone.
  • Strong skills in identifying opportunities.
  • Experience and understanding of the Internet and related services.
  • Experience in and knowledge of Media & Entertainment, Hi-Tech, or Retail Industries.

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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 www.akamai.com/careers.


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 www.akamai.com/diversity.


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. If you'd like more information about EEO rights under United States law, please click here.

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