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Strategic Account Executive Job at Akamai Technologies in Reston, VA

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Location: Reston, VA, US Posted Date: 2016-04-22 00:00:00.0
Category: Sales/Sales Engineering ID: 50119

Overview:No one carries more of the world's Web traffic than Akamai, so working with Akamai means you're helping some of the world's best known brands succeed in bringing any experience at the heart of the Internet, to any device, anywhere. Our Sales teams align Akamai solutions to customer needs, developing relationships with executives and developing insight to help them get the most value from Akamai’s solutions through web experience, performance and security.
Due to our tremendous growth we are looking for driven, smart and experienced sales executives who can foster and develop existing client relationships and usage as well as the ability to drive new customer acquisitions to join our fun and fast paced team. Our sales organization offers the unique culture of a “startup” feel with the actual security of proven success. Akamai’s Major Account Executive is responsible for the sales cycle - from lead generation, renewals to deal closures by creating the demand within their region across all business verticals and assigned accounts.
About the Team:
As an industry leader with the world’s largest, most robust distributed computing platform, we offer sales teams world-class training and support, industry-leading lead generation and cultivation programs, significant growth opportunities, and dynamic, highly scalable compensation packages.
Our sales organization has nearly doubled in the past few years and is made up of highly, driven successful and bright individuals that thrive on innovation. We are proud that 90% of our sales management team has developed their careers with us, and look for those with similar ambitions and drive for success. The Major Account Executive will be reporting into the Regional Sales Manager.


The Major Account Executive is responsible for the strategic objective of maximizing revenue generation within their assigned territory through named existing accounts and new customer acquisition to enable their customers to become more successful and profitable online. Success for the MAE will be created through but not limited to:
* Developing a strategic sales plan, which includes proactively developing account plans, as well as maximize the territory opportunities through new account acquisition and existing customer revenue growth.
* Utilizing marketing resources to create and manage a high volume sales pipeline through successful execution of the sales plan.
* Recording customer development activities within our CRM to ensure forecast accuracy and planning.
* Articulating Akamai’s value proposition to C-Level executives and corporate decision makers.
* Managing and drive 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.


Basic Qualifications
* Education: Bachelor's Degree or equivalent experience.
* 5+ years in system / solution sales to the Government (Civilian Agencies, State & Local , Educational Markets).

Desired Qualifications
* Clearance level : Not required but a plus.
* Strong technical background (Engineering degree a plus).
* Consistently exceeding quota of greater than $2 Million.
* Proven Track Record in over-achieving quarterly and annual quota.
* Must have strong knowledge of Internet / Cyber /Networking concepts and demonstrate the ability to discuss them with intelligence and conviction.
* Experience in successfully executing complex sales cycles with CXOs.
* Experience in selling within a team and in a individual contributor environment (Team Player).
* Must have high ethics, integrity, and humility and have a desire to build a world-class sales and support organization.
* Ideal candidates will bring with them a range of industry-related contacts.
* Strong background in Web based applications and security (a plus).
* Familiar with managed services business model.
* Demonstrated leadership of cross-functional teams tasked with full lifecycle support.
* Familiar with product roadmap planning to incorporate customer requirements into Akamai service offerings.
* Formal sales training: Solution-Selling and/or Value Selling training preferred.

Other Information
* Is relocation available for this position: No
* Is US Citizenship required: No
* Is a Security Clearance Required: No
If yes, applicants selected will be subject to a government security investigation & must meet eligibility requirements for access to classified information.

Note: The “Contact us” line, Job2Web link, EEO statement and About Akamai sections, must be included in all job postings, however we removed them from this template because they are auto generated within ICIMs our applicant tracking system.

About Akamai:

Akamai® is the leading content delivery network (CDN) providing cloud services that help deliver, optimize, and secure online content and business applications. At the foundation of Akamai solutions, the Akamai Intelligent Platform™ enables unmatched speed, reliability, and security–backed by expertise and relentless innovation–to improve reach and invisibility across the web. Akamai removes the complexities of connecting the increasingly mobile world, supporting 24/7 consumer demand, and enabling enterprises to more securely leverage the cloud. To learn how Akamai is accelerating the pace of innovation in a hyperconnected world, visit www.akamai.com, and follow @Akamaijobs on Twitter.

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. EEO is the Law.

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