Akamai Technologies, Inc. Major Account Executive - Civilian Government in Reston, Virginia

Major Account Executive - Civilian Government

Reston, United States

Sales/Sales Engineering

May 23, 2018 Post Date

013117 Requisition #


No one carries more of the world's Web traffic than Akamai, so working with Akamai means you're helping some of the world's best-known brands succeed in bringing any experience at the heart of the Internet, to any device, anywhere. Our Sales teams align Akamai solutions to customer needs, developing relationships with executives and developing insight to help them get the most value from Akamai’s solutions through web experience, performance and security.

Due to our tremendous growth we are looking for driven, smart and experienced sales executives who can foster and develop existing client relationships and usage. Our sales organization offers the unique culture of a “startup” feel with the actual security of proven success. Akamai’s Major Account Executive is responsible for maximizing revenue generation within their assigned territory through named existing accounts, enabling their customers to become more successful and meeting their mission goals.

As a Major Account Executive, you will be responsible for:

  • Developing a strategic sales plan, which includes proactively developing account plans, as well as maximize the territory opportunities through new account acquisition and existing customer revenue growth.

  • Utilizing marketing resources to create and manage a high-volume sales pipeline through successful execution of the sales plan.

  • Record customer development activities within our CRM to ensure forecast accuracy and planning.

  • Articulate Akamai’s value proposition to C-Level executives and corporate decision makers.

  • Manage and drive contract negotiations to guarantee customer satisfaction and adoption of Akamai technology.

  • Work within integrated partnerships with sales engineers to ensure consultative engagement with prospects and customers.

  • Negotiating contracts and or renewals that maximize customer usage and satisfaction.

  • Understanding your customers mission and development off the shelf or “out of the box “custom solutions to meet customers requirement

About the Team:

As an industry leader with the world’s largest, most robust distributed computing platform, we offer sales teams world-class training and support, industry-leading lead generation and cultivation programs, significant growth opportunities, and dynamic, highly scalable compensation packages. Our sales organization is made up of highly accountable, driven, successful and bright individuals that thrive on innovation. We are proud that 90% of our sales management team has developed their careers with us and look for those with similar ambitions and drive for success. The Major Account Executive will be part of the Public-Sector Region reporting into the Regional Sales Director for Civilian Agencies.

Education/Experience Requirements:

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

  • 5 years of relevant experience and a Bachelors’ degree, or

  • 3 years of relevant experience and a Masters’ degree

Required Skills:

  • Minimum or 5 years successful sales, marketing and/or consulting experience in system / solution sales.

  • Has worked a minimum of 2+ years with large enterprise customers – preferably with DHS.

Desired Skills:

  • Proven Track Record of working with large customers ($8M + in revenues) and successfully growing the customer base.

  • High ethics, integrity, and personal drive.

  • Has existing senior management relationships with DHS

  • Strong knowledge of Internet, telecommunications, SAAS , cyber and cloud fundamentals and demonstrates the ability to discuss them with intelligence and conviction.

  • Formal sales training and understanding of: Solution-Selling and/or Value Selling training or other metrologies.

  • Ideal candidates will bring with them a range of public sector contacts ( end user and partner)

  • Minimum of 2+ years of consulting experience (system design, delivery, data analytics, cybersecurity and demonstrated success in product innovation is desired.

  • Has successfully sold and or supported “custom “designed solutions which were created to meet the customers unique mission requirements

  • Has successfully sold or positioned professional services in large enterprise accounts.

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.