Akamai Technologies, Inc. Senior Partner Enablement Manager in North Sydney, Australia

Senior Partner Enablement Manager

North Sydney, Australia

Sales/Sales Engineering

Aug 30, 2017 Post Date

009927 Requisition #

About the Team

Partner Enablement Managers (PEM) are part of Akamai’s Global Channel Services team; working alongside Regional Channel Managers (RCM), Partner Account Executives (PAE) and other team members of the services and support teams to ensure that partners are trained and enabled to identify, position, scope and sell Akamai solutions. PEMs tailor and execute Akamai’s Partner training strategy to provide additional scale and velocity for both the partner and Akamai’s growth.

About the Job

As a Senior Partner Enablement Manager, you will be the player coach for the partners, working closely with the Akamai’s Channel Sales team to ensure that strategic partners are trained and enabled on Akamai’s products, services and technologies. This role requires you to appropriately plan enablement activities, coach partner teams (sales, technical pre-sales, technical support & implementation services) through technical solution selling, as well as program manage partner progress through training and certification. This is a strategic role designed to help Akamai manage the evolution of our indirect business to scale and accelerate growth. The PEM will foster technical relationships with Akamai’s Partners and will rely on their virtual and in-person presentation and communication skills in order to be effective.


  • Work with the Channel Sales team to recruit strategic partners. This requires the ability to prescribe and evangelize all technical aspects of Akamai’s portfolio and capabilities. It also requires the ability to understand a partners business and technology model and collaborate with the Sales and Business Development teams to define a joint go-to-market strategy that will ensure combined Akamai and partner success.

  • This will involve conducting training and business development workshops for a partner’s technical decision makers and architects to help them understand the Akamai product portfolio and develop complementary value-added solutions.

  • Define a partner-specific enablement plan based on the partner GTM plan combined with the Akamai global partner enablement framework. The enablement plan takes advantage of partner strengths and industry expertise to define partner orientation, training, and ongoing development plans.

  • Collaborate with the Channel Sales team to manage partner progress and success against the enablement plan.

  • Hold feedback sessions with local Akamai Solution Engineers to understand the challenges partner personnel face with current opportunities. Work with the Global Partner Enablement team to update training and the enablement framework as required.

  • Participate in the partner quarterly business reviews to obtain visibility and feedback from the partner. Take specific actions and work with partner & Akamai teams to address enablement gaps.


Basic Qualifications

  • Education: Bachelor's Degree in Engineering, Computer Science or related technical field.

  • 7+ years’ experience in a customer or partner facing environment such as, technical pre-sales, technical account/project management, or technical consulting.

  • 7+ years of experience in Internet Technologies is required.

  • Detailed knowledge of Internet technologies, such as HTTP, DNS, SSL, is required.

  • Must be willing to travel approximately 30%.

Desired Qualifications

  • Education: Master’s degree of Science or Masters in Business Administration.

  • Demonstrates situational fluency through strong written and verbal communication skills.

  • Exceptional skill visualizing and documenting technical, organizational, and procedural concepts.

  • Must have experience developing and enhancing strong relationships at all levels of the business.

  • Proven presentation effectiveness of complex and technical material to varying audiences virtually and in-person.

  • Understanding of and experience working within a channel go-to-market strategy.

  • Web application programming background – J2EE, .NET, Web Services experience a plus.

  • Deep understanding of CDN architecture, solutions, and products, preferably Akamai solutions.

  • A proven track record demonstrating good business judgment, an ability to make decisions, and a passion for excellence.

  • Develops and drives consensus while implementing innovative process and strategy improvements.

  • Project management experience and certification a plus.

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.

Akamai Technologies is an Affirmative Action, Equal Opportunity Employer that values the strength that diversity brings to the workplace. All qualified applicants will receive consideration for employment and will not be discriminated against on the basis of gender, race/ethnicity, protected veteran status, disability, or other protected group status. If you'd like more information about EEO rights under United States law, please click here.