Akamai Technologies, Inc. Director of EMEA Sales Operations in Addlestone, United Kingdom

Director of EMEA Sales Operations

Addlestone, United Kingdom

1 additional location

London, United Kingdom

Sales Operations

Jun 25, 2018 Post Date

013434 Requisition #

About the Job

The Director of Sales Operations provides support to the Web EMEA Sales organizations. Reporting to the Director of Global Web Division Sales Operations, we are seeking an energetic, multi-tasking, and creative individual to support our sales organizations out of our London or Addlestone office. The person filling this role will partner directly with the VP of Web EMEA Sales and will be responsible for providing forward-looking insights to guide Sales Management on areas of improvement for the business. This individual will also lead the EMEA sales operations staff, supporting a rapidly growing sales organization, and will provide analytical and operational support for the management team in achieving their financial objectives.


Sales Operations:

  • Providebusiness insight into the sale of an expanding portfolio of Akamai products ina fast paced and growing market, segmented by industry and geography

  • Facilitate thedevelopment and deployment of sales targets and quotas by geo and industrysegment

  • Provideassessments and analytics in the development of sales territories anddeployment of Account Executives

  • Facilitate thedevelopment of the go-to-market organizational structure and associated saleshierarchy to maximize sales productivity

  • Coordinateforecasting, planning, budgeting, quoting and order processing processes usedwithin the sales organization, maintaining high levels of quality, accuracy,and consistency

  • Provide ad hocsales performance reporting and analysis

  • Facilitate aculture of continuous improvement by identifying and executing on opportunitiesfor sales process enhancement, collaborating with cross functional teams suchas marketing, product management, account management and finance

  • Provides salesrep performance data to assist sales management with the management andadministration of their teams

  • Works withsales management to quickly understand key differentiators to exploit sales andmarket opportunities

  • Assists salesmanagement in understanding and addressing sales deficiencies, processbottlenecks and performance inconsistencies

  • Provide salesproductivity and capacity modeling/analysis that ties into headcount &budgets


  • Partner withAkamai’s Sales Enablement and Program Management team to develop, deliver, andmaintain operational training of sales systems and processes for our Sales newhire on-boarding program

  • Partner withAkamai’s Tools & Reporting team to implement and leverage sales enablingplatforms/tools. Monitor the sales organization’s compliance with required standardsfor maintaining CRM data

  • Maintainreporting and business cadence to proactively inspect and manage Akamai sales,drive the pace of the business and go-to-market efforts to meet critical KPIsin terms of bookings, revenue, and opportunity pipeline

  • LeverageSalesforce.com to provide presales analytics on deal commitments and pipeline,and post-sale reporting of bookings data and performance against plan

CrossFunctional Leadership:

  • Liaise withmembers of the Sales, Marketing, Services, Finance, and Product teams

  • Work with product and financeteams to translate product business plans into executable sales productivityplans, forecasts, quotas and targets

  • Provide analytical and reportingsupport for marketing activities (pipeline reporting)

  • Provide product sales performancedata and information (product reporting)

  • Support M&A activity withsales productivity analysis

About the Team

Akamai is a rapidly growing company expanding its business in new markets both domestically and internationally. Akamai’s Sales Operations team is a collaborative, results-driven, cross functional team that is focused on partnering with our top-notch Sales and go-to-market teams to enable, enhance and improve every facet of their execution and productivity – ranging from strategic planning, sales, services, and marketing analytics, sales process and selling methodology, performance reporting, administration of CRM systems, budgeting, as well as new hire on-boarding and the ongoing sales training, education, and development of our existing sales team.


Basic Qualifications

  • Bachelor’s degreein Business, Management or relevant field, MBA preferred

  • Progressive SalesOperations experience.

  • Experience inBusiness Partner Roles.

  • Experiencesupporting a Sales Organization as business partner.

  • Experiencemanaging a team.

Desired Qualifications

  • Strongbusiness-partnering skills with Senior Sales management

  • Experience inthe high-tech industry a plus

  • Capability toimplement best in class processes focused on delivering business results.

  • Ability toeffectively communicate complex topics to a broad audience including technicaland non-technically driven functions.

  • Desire andproven experience in driving change building scalable processes along the way.

  • Drive forresults.

  • ProvideEnablement capabilities to Sales while ensuring appropriate controls are inplace.

  • Ensuredecisions are aligned with the interests of Akamai’s shareholders and willdrive value shareholder value.

  • Stronganalytical and quantitative capabilities are required.

  • Familiaritywith Salesforce.com and additional experiences with a CRM system is requiredwith hands on salesforce transformations preferred.

About Akamai Technologies

Akamai is the global leader in Content Delivery Network (CDN) services, making the Internet business ready—fast, reliable, and secure—for its customers. The company's advanced web performance, mobile performance, cloud security and media delivery solutions are revolutionizing how businesses optimize consumer, enterprise and entertainment experiences for any device, anywhere. Headquartered in Cambridge, MA, Akamai has offices around the world and operates the most pervasive, highly distributed CDN—with more than 200,000 servers in 110 or more countries—delivering up to 30% of all Web traffic. Learn more atwww.akamai.com/careers.

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 atwww.akamai.com/diversity.