Akamai Technologies, Inc. Senior Enterprise Sales Executive (Enterprise Security) in Melbourne, Australia

Senior Enterprise Sales Executive (Enterprise Security)


Melbourne, Australia

Sales/Sales Engineering

Jan 06, 2018 Post Date

010540 Requisition #


The Enterprise Sales Executive is a front line, customer facing individual contributor responsible for articulating Akamai’s Enterprise Vision and hunting net new business. The focus is on managing the Enterprise opportunity pipeline to deliver consistent quarterly results in the spirit and mindset of a “start-up”. The Enterprise Sales Executive must quickly identify which customers represent immediate and medium term opportunity and allocate time and the company’s resources to validated prospective deals. The Executive owns the very deliberate and ongoing process of building pipeline opportunities as well as closing and exceeding sales quotas.

About The Team:

Akamai’s Enterprise team is the company’s newest division, and is poised to become Akamai’s next big growth engine. Our Enterprise Go-to-Market (GTM) team comprises all functions of sales and marketing including sales, technical pre-sales, channels, and marketing. This dynamic team is responsible for the success of the GTM strategy in accelerating sales growth, driving pipeline, building repeatable sales models, and ensuring market awareness and thought leadership across key verticals with a focus on the Corporate CIO and IT buyers. Our goal is to assist our customers in attaining their cloud transformation strategies by securing, protecting, and optimizing all Enterprise applications, users, and devices as a service in the cloud.


  • Developing a strategic sales plan, which includes proactively developing account plans, as well as maximizing the territory opportunities through new accounts.

  • Lead, inspire and drive the Enterprise business internally with Akamai field sales team and channel partners as part of a comprehensive go-to-market framework.

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

  • Deliver compelling vision presentations linking to Network and IT Transformation.

  • Articulate and demonstrate solution concepts to a business and technical audience.

  • Manage full-cycle sales process through qualification, needs analysis, solution demonstration, negotiation and close.

  • Drive the adoption of Akamai Enterprise solutions into the existing customer base

  • Rigorous SalesForce.com hygiene tied to accurately forecast opportunity, Sales Stage and close date.


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

  • 12+ years of experience in direct sales with solid experience in enterprise-sales experience in Internet services, security, networking or SaaS

Desired Skills:

  • History of consistently exceeding individual sales goals and targets.

  • Operated and flourished in an entrepreneurial environment.

  • Adaptable, creative and resourceful.

  • Experience in B2B environment preferably in Internet services/software.

  • Strong drive to achieve, learn and provide market and product feedback.

  • Ability to work well in ambiguous situations and matrix organisation.

  • Research skills; Ability to identify and distil appropriate data.

  • Detail-oriented, with ability to manage multiple priorities.

  • Excellent verbal communication skills with experience presenting ideas to senior management and customers.

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.