Akamai Technologies, Inc. Director, Sales Operations in Cambridge, Massachusetts

Director, Sales Operations

Cambridge, United States

Program/Project Management

Jun 05, 2018 Post Date

013270 Requisition #

Overview:

The Director of Sales Operations provides support to the Web Americas Sales organization. Reporting to the Director of Global Web Division Sales Operations, we are seeking an energetic, multi-tasking, and creative individual to support our sales organization headquartered out of Cambridge, MA. The person filling this role will partner directly with the VP of Web Americas Sales, serving as his primary business partner/Chief of Staff 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 Americas 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. As the Director of Sales Operations you will be Responsible for:

Sales Operations:

  • Provide business insight into the sale of an expanding portfolio of Akamai products in a fast paced and growing market, segmented by industry and geography

  • Facilitate the development and deployment of sales targets and quotas by geo and industry segment

  • Provide assessments and analytics in the development of sales territories and deployment of Account Executives

  • Facilitate the development of the go-to-market organizational structure and associated sales hierarchy to maximize sales productivity

  • Coordinate forecasting, planning, budgeting, quoting and order processing processes used within the sales organization, maintaining high levels of quality, accuracy, and consistency

  • Provide ad hoc sales performance reporting and analysis

  • Facilitate a culture of continuous improvement by identifying and executing on opportunities for sales process enhancement, collaborating with cross functional teams such as marketing, product management, account management and finance

  • Provides sales rep performance data to assist sales management with the management and administration of their teams

  • Works with sales management to quickly understand key differentiators to exploit sales and market opportunities

  • Assists sales management in understanding and addressing sales deficiencies, process bottlenecks and performance inconsistencies

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

Sales Enablement:

  • Partner with Akamai’s Sales Enablement and Program Management team to develop, deliver, and maintain operational training of sales systems and processes for our Sales new hire on-boarding program

  • Partner with Akamai’s Tools & Reporting team to implement and leverage sales enabling platforms/tools. Monitor the sales organization’s compliance with required standards for maintaining CRM data

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

  • Leverage Salesforce.com to provide pre-sales analytics on deal commitments and pipeline, and post-sale reporting of bookings data and performance against plan

Cross Functional Leadership:

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

  • Work with product and finance teams to translate product business plans into executable sales productivity plans, forecasts, quotas and targets

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

  • Provide product sales performance data and information (product reporting)

  • Support M&A activity with sales 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. We work in a fast paced environment in our world-class headquarters, located in Cambridge, MA.

Required Education and Experience

Applicants must meet one of the following education and experience requirements

  • 12+ years of relevant experience and a Bachelors’ degree in Business, Management or relevant field, OR

  • 8+ years of relevant experience and a Masters’ degree in Business, Management or relevant field

Required Skills:

  • 12+ years of relevant Sales Operations experience.

  • 8+ years of experience in Business Partner Roles.

  • 5+ years of experience supporting a Sales Organization as business partner.

  • 5+ years of experience managing a team.

Desired Qualifications:

  • Strong business-partnering skills with Senior Sales management

  • Experience in the high-tech industry a plus

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

  • Ability to effectively communicate complex topics to a broad audience including technical and non-technically driven functions.

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

  • Drive for results.

  • Provide Enablement capabilities to Sales while ensuring appropriate controls are in place.

  • Ensure decisions are aligned with the interests of Akamai’s shareholders and will drive value shareholder value.

  • Strong analytical and quantitative capabilities are required.

  • Familiarity with Salesforce.com and additional experiences with a CRM system is required with 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.