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Director of Business Development
Akamai
Cambridge, MA, United States
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Director of Business Development, (IoT)
Overview:
As the Director and Head of Market development for the newly founded Internet of Things (IoT) Group, an internal Akamai “Start-in”, you would lead the group’s go to market strategy and execution. Reporting to the VP & CTO for IoT, your role would be to (a) develop new markets for the IoT products by working directly with customers, channels, developers and Cloud Service Providers . This would be done both directly and through the respective Akamai organizations responsible for these domains (b) work with multiple BUs to include the IoT group’s products in their product portfolio and train/support their sales organizations (c) work closely with product management to ensure product/market fit as well as proper product positioning is also critical. There may also be an opportunity, over time, to hire and manage a group of Business Development and Product Specialists growing reach and impact.
As the head of market development you will carry a mixed cross geography and cross product revenue quota (MBO based). This will also include other market traction goals to be defined. This commitment will have to be accomplished through tight collaboration with sales executives and teams in our key divisions: Web, Media and Enterprise Carrier by means of both direct (initial) and overlay (long term) collaboration/sales. Excellent communication and interpersonal skills are of paramount importance for this role.
As a Director of Business Development, you will be responsible for:
• Develop and Execute go to market for all IoT group products: selling directly to customers, through other division sales force and through partners and channels
• Build and nurture cross company relationships to leverage larger sales force, marketing organization, product organizations
• Realize synergies with other divisions by creating bundling opportunities
• As part of the management team of the group, work with Engineering and product leaders to define future products, provide feedback, problem solve
• Setup technical support processes, pre and post sales, and define their execution with the larger Akamai services organization
About The Team:
The IoT group is a newly formed group that develops and commercializes Akamai’s IoT products. The group is focused on developing new, innovative products that leverage Akamai’s network, visibility into Internet traffic, and security and compute capabilities to deliver a fast, reliable and secure offering , from the Edge, to IoT customers
Required Education and Experience:
Applicants must meet one of the following education and experience requirements
• 12 years of relevant experience and a Bachelors’ degree OR
• 10 years of relevant experience and a Masters’ degree OR
• 5 years of relevant experience and a PhD
Required Skills:
• 10+ years in a leading BD/Sales
• 5+ years of IoT experience
• 5+ years of additional experience in near IoT domain such as Devices, Controllers, Applications, or Telco
• 3+ years experience in early stage/high growth sales/BD roles
Desired Skills:
• Strong product background highly preferred (i.e. PM or technical product experience)
• Successful and demonstrable accomplishments in working with large and complex organization
• Excellent interpersonal and communication skills
• Experience selling to IoT/mobile developers and DevOps
• Experience in selling to IoT customers
• Experience in product positioning and pricing