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Senior Major Account Executive, New Customer Acquisition (Media Division)

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Sales/Sales Engineering
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015812 Requisition #
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About Akamai


As the world’s largest and most trusted cloud delivery and security platform, Akamai makes it easier for our customers to provide the best and most secure digital experiences on any device, anytime, anywhere. Akamai’s massively distributed platform is unparalleled in scale with over 200,000 servers across 130 countries, giving customers superior performance and threat protection. Akamai’s portfolio of web and mobile performance, cloud security, enterprise access, and video delivery solutions are supported by exceptional customer service and 24/7 monitoring. To learn why the top financial institutions, e-commerce leaders, media & entertainment providers, and government organizations trust Akamai please visit www.akamai.comblogs.akamai.com, or @Akamai on Twitter.​


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.



About the Team


As an industry leader with the world’s largest, most robust distributed computing platform, we offer sales teams’ industry-leading lead generation and cultivation programs, significant growth opportunities, and dynamic, highly scalable compensation packages. Our sales organization has grown tremendously in the past few years and is made up of highly driven successful and bright individuals that thrive on innovation.  The Senior Major Account Executive will be part of the Greater China region reporting into the Regional Sales Manager for our Media Division. 



About the Job


The Senior Major Account Executive, will understand the customer’s business needs to help grow and maintain Akamai’s revenue in the named accounts. He/She will serve as a trusted advisor to the customer and as a key point of contact between the customer and the various departments within Akamai, to ensure high customer satisfaction and encourage continued long-term relationship. Key responsibilities will include ongoing support around customer service levels, customer contract renewals, customer billing, and providing training on the Akamai services.



Responsibilities


  • Utilizing marketing resources to create and manage a high-volume sales pipeline through successful execution of the sales plan.
  • Managing existing customer ang growing the business through up selling.
  • Recording customer development activities within our CRM to ensure forecast accuracy and planning.
  • Articulate Akamai’s value proposition to C-Level executives and corporate decision makers. 
  • Managing and driving contract negotiations to guarantee customer satisfaction and adoption of Akamai technology.
  • Working within integrated partnerships with sales engineers to ensure consultative engagement with prospects and customers. 
  • Negotiating contracts and or renewals that maximize customer usage and satisfaction.
  • Navigating and collaborate with internal cross function team to manage customer issues.

Qualifications


Basic Qualifications


  • Minimum 5 years of relevant experience and a Bachelor’s degree or its equivalent or 4 years of relevant experience and a Master’s degree or its equivalent.
  • 4+ years of successful sales experience in Systems/Solutions sales; preferably SaaS, Cloud-based and/or security solutions.
  • Fluent in English and possesses good business writing skill.


Desired Qualifications


  • Strong background in Internet infrastructure and/or enterprise solution software.
  • 3 to 4 years of selling SaaS service or security solutions is desired.
  • Overseeing the customer proposal process and ensuring that all address customer requirements.
  • Proven Track Record in over-achieving quarterly and annual quotas of 3 million and higher through direct field sales.
  • High ethics, integrity, and personal drive.
  • Strong knowledge of Internet and telecommunications concepts and demonstrate the ability to discuss them with intelligence and conviction.
  • Formal sales training and understanding of: Solution-Selling and/or Value Selling training or other metrologies.
  • Ideal candidates will bring with them a range of Internet industry-related contacts.

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 unmatched customer service, analytics and 24/7/365 monitoring. To learn how Akamai is shaping the future of digital transformation, visit www.akamai.com and follow @Akamaijobs on Twitter, Facebook, LinkedIn and Instagram.


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

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