Akamai - Senior Sales Manager - US Market

Job Title: Sales Manager. Senior

Job Location: Bangalore

Job Timings: 6:00 PM to 3 AM or 8:00 PM to 5:00 AM IST

Overview

As a Sr. Sales Manager for ECG, you will be responsible for demonstrating sales strategy, leadership and general management abilities by assisting your team in identifying, prospecting, closing and growing new account business across India among various industry verticals like Media, IT/ ITES, Manufacturing, Travel and Tourism, BFSI, Energy & Utilities, Government sector, etc.

The Sr Sales Manager, ECG will be expected to ensure that his/her team build a healthy and sustainable pipeline to meet aggressive monthly quotas. The SSM will also hire, train retain and lead the team of sales representatives to over achieve their quotas. This person must have excellent knowledge of the US Market and established relationships within the regional ecosystems and a strong list of contacts and existing relationships to leverage business opportunities. Additionally, this person must be well connected at C-level executives and have a solid grasp of successful sales strategies within the region and an understanding of the industry specific requirements therein. As a Sr. Sales Manager, you will be responsible for:

- Develop and execute the annual and quarterly go-to-market plan to reach the business results and desired leadership position in our target verticals.

- Lead and develop the ECG sales, and assist the Service Line management in developing pre-sales technical consulting professional services and account services teams.

- Maximize revenue generation within a set of target accounts and verticals.

- Roll-out sales productivity programs.

- Develop executive level relationships within existing customers, target vertical opportunities and sales partners.

- Set the strategy and objectives to achieve the revenue and scorecard objectives established in the Media Business Plan.

- Execute a successful partner and alliance strategy and ensure it is effectively structured.

Meet the ECG talent acquisition plan to attract and retain world-class professionals.

About the Team

The ideal Senior Sales Manager, ECG candidate will have a balance of strategic and tactical sales expertise. Akamai's ECG sales employs Akamai Value Selling and Sandler Sales Skills as a structured methodology for managing the sales process and more accurately forecasting monthly and quarterly business. A proven track record using AVS or Sandler to effectively develop and close business is a must. Specific experience in leading and mentoring a young team is advantageous.

Qualifications

Required Education and Experience

Applicants must meet one of the following education and experience requirements:

- 5-7 years of relevant experience and a Bachelor's degree {add Degree info here} or its equivalent or

- 3 years of relevant experience and a Master's degree {add Specific Degree here} or

- 2 years of relevant experience and a PhD {add Specific Degree here}

Required Skills

- 7+ years of experience in the IT industry of which 5 should be in Sales

- 2+ years of sales management, territory management experience, proven ability in building and developing high performance teams

Desired Skills

- Proven track record of growing a business and consistently exceeding multi-million USD quota

- Demonstrated sales and general managerial values - ranging from a strong sense of ethics, sales performance, business integration (direct sales, channel sales, services, etc)

- Experience at leading 5+ direct reports

- Able to retain, hire, train and lead a team of sales representatives to over-achieve their quotas

- Specific experience in mentoring a young team advantageous.

- Experience managing, managers and being able to lead a team indirectly via your managers/Team leads

- 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, telecom and networking concepts, demonstrates the ability to discuss them with intelligence and conviction

- Build a range of customer and partner contacts within Akamai's target verticals across India

- Outstanding interpersonal skills, strong English communication skills and the ability to successfully collaborate with colleagues across a global organization.

- 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.