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Regional Sales Director
Akamai
London, , United Kingdom
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Akamai is looking for an experienced and exceptional senior sales leader (Sales Director) to lead our new EMEA Enterprise Sales team. This person will be responsible for developing the European Enterprise go-to-market strategy, building and growing the sales team, and the planning and execution of Enterprise sales activities to grow Akamai’s new Enterprise business across both its install base and into new markets.
While Akamai is an established company and an internet technology market leader, this individual will need to operate as an entrepreneur - staying close to the field and customers and adapting strategy and investments as we learn.
This person will also need to be an effective communicator and collaborator; operating both within and managing to a matrix. Establishing strong relationships and alignment with the direct sales leadership in region will be critical. As will building a strong sense of teamwork and collaboration across the functions dedicated to Enterprise in Europe - sales, solutions engineers, marketing, and channels.
Finally this person will need exemplary operational excellence, with a strong adherence to pipeline management, forecasting, sales process, and drive to a team ethos of constant training and growth.
About the Team
Akamai’s Enterprise division is the company’s newest division, with high expectations to become Akamai’s next big growth engine. Our Enterprise Go-to-Market (GTM) team comprises all aspects of sales and marketing including sales, technical pre-sales, channels, and marketing. This dynamic team is responsible for the success of the GTM strategy in accelerating sales growth, driving pipeline, building repeatable sales models, and ensuring market awareness and thought leadership across key verticals with a focus on the Corporate CIO and IT buyers. You will be part of a team with a start-up mentality to build a business for our Enterprise networking and security products. Our goal is to assist our customers in attaining their cloud transformation strategies by securing, protecting, and optimizing all Enterprise applications, users, and devices as a service in the cloud. The Enterprise Sales Director will be a part of the Enterprise & Carrier Business Unit and will report into the VP of Enterprise Sales.
Responsibilities
Develop an EMEA sales plan and strategy, which includes regional and industry-specific opportunity assessment, approach for sales resource investment, customer and prospect prioritization, and operational cadence
Recruit and hire top sales talent to quickly grow a best-in-class sales team across Europe
Lead a team of Enterprise Sales Executives, by providing leadership, direction, and on-the-job coaching
Consistently deliver against productivity and revenue goals
Understand and continuously learn Cloud and Enterprise Transformation industry trends and technologies
Ability to get hands-on - delivering compelling vision presentations on Transformation and articulating product concepts to business and technical audiences
Sustain rigorous and transparent salesforce.com pipeline management and forecasting across the team
Align EMEA plan cross-functionally across marketing, solutions engineering, and channels
Communicate and collaborate with sales leadership across all three Akamai divisions to ensure clear communication, alignment, and cooperation across the sales teams
Required Skills and Qualification
8+ years of enterprise sales experience in security, networking or related SaaS
5+ years of sales management experience in security, networking, or related SaaS
Proven experience building best-in-class sales teams
Sound judgment and decision making skills to handle complex customer scenarios
Ability to execute independently, while collaborating with functional teams globally
Proactive, confident, assertive and entrepreneurial self-starter
Excellent people management skills
Bachelor’s Degree and/or Masters degree in technology or business related field
Desired Skills
Proven track record of growing a business and consistently exceeding multi-million dollar quotas
Demonstrated sales and general managerial values – ranging from a strong sense of ethics, sales performance, cross-functional collaboration
Inspirational leadership - can articulate a clear vision and set the overall strategy and goals for the business. Strategic thinker with skills to execute at the tactical level.
Experience at leading 5+ direct reports
Able to retain, hire, train and lead a team of sales representatives to over-achieve their quotas
Possess formal sales training in solution selling and/or value and successfully executing complex sales cycles with CXOs
Possess strong knowledge of Internet, cloud platform, networking concepts, and demonstrates the ability to discuss them with intelligence and conviction
Outstanding interpersonal skills, strong English communication skills and the ability to successfully collaborate with colleagues across a global, matrixed organization.