Sales Hiring - Akamai - US Shift - Bangalore - Multiple Positions

Aloha!

The Standardized Sales Team at Akamai Technologies (Bangalore) is hiring for multiple positions. The team handle a $35 million InsideSales Farming customer patch, made up of the most competitive mid-market, American companies that have partnered with Akamai to help them in their GROWTH story. If you are a passionate Sales/Tech Pre-sales professional, a customer advocate and a keen-learner of upcoming technology and industry trends, this will be right in your alley. Come join us to help in making the Internet better and in building Akamai's SMB Growth Engine!!

Open Positions: Relationship Manager II, Relationship Manager Senior

Overview: The Relationship Manager, will manage the customer experience for a specific territory's install base of customers and help grow and maintain revenue. He/She is the Customer Representative/Adviser who serves as a key point of contact and as a liaison between the customer and the various departments within Akamai.

Key Responsibilities:

1. Will retain and grow the revenue from a deck of existing accounts by cross selling and up selling various Akamai products and solutions. 
2. Will be a consultant to the customers and be able to evangelize Akamai’s products and services in tune with their business needs and strategy.
3. Will be the single point of business contact for their accounts and will work on increasing Akamai’s share of wallet in those accounts.
4. Will address their customers' day to day service related queries or concerns by leveraging various internal support functions (Pre-Sales, Marketing, Services, Specialists and Support) within Akamai thus taking care of the overall customer experience and taking it to the next level. 
5. For Senior positions: Will be a role model for new hires / other junior RMs on the team. Will show consistency in results QoQ. (in addition to 1-4)

Functional Skills:

1. Will have a learner's mindset that allows them to demonstrate a good understanding of technology and the Internet – hosting, networking and strategic landscape including the linkage to Akamai.
2. Will work well with customers to maintain high level of customer satisfaction and develop strong bonds at different levels within a customer
3. Will have/build the ability to encourage/influence customers to extend and/or expand use of Akamai products and services. Responds to customer needs quickly and thoroughly. (Extreme Ownership)
4. For Senior positions: Will be a role model for new hires / other junior RMs on the team and be the Go-To person for new-hire training, coaching on calls, campaigns/initiatives, etc. (Transcend just "Closing the numbers" - scope is beyond immediate work group)

Walk-through of a typical day:

1. Manage and retain revenue for a territory's install base of accounts in North America. Run it like an autonomous business, build relationships at various levels within the customer’s organization and continue to cross-sell and up-sell all of Akamai’s products and services using the support of various Akamai internal teams that form the Integrated Account Team. (Imagine you are the owner/founder of a $2-4 million startup - What would you do? How would you operate? What would be your profit margins?)
2. Own complete end-to-end Sales cycle. Involves Consulting, Sales and Account Management. Ensures she/he meets their monthly/quarterly forecast and that they maintains a clean CRM (SFDC). (Be operationally efficient - Opinions are for amateurs, Place your trust in Data)
3. Coordinate between the customer and the different departments of Akamai such as pre-sales, product management, services and finance, among others to help provide for customer delight. (You are the Quarterback or Captain of your aligned accounts)
4. Organize regular Customer Business Reviews to ensure that customers are utilizing Akamai’s products and services as laid out in the contract - and seeing VALUE from their IT spend; thus ensuring a happy overall customer experience. (Always sell Value, never the Product)
5. Help uncover new growth opportunities and generates demand for additional products and services within the install base of customers and grows the existing revenue base as well by the target laid out by management at the start of every year. (At what run rate would you like your startup to grow?)
6. Represent the customer within Akamai and escalate problems/ issues faced by customers to management and get these resolved. (Customer is King!)

Key Success Factor:

1. Drive for Results: Can be counted on to exceed goals successfully; is constantly and consistently one of the top performers; very bottom-line oriented; steadfastly pushes self and others for results.
2. Planning: Accurately scopes out length and difficulty of tasks and projects; sets objectives and goals; breaks down work into the process steps; develops schedules and task/people assignments; anticipates and adjusts for problems and roadblocks; measures performance against goals; evaluates results.
3. Action Oriented: Enjoys working hard; is action oriented and full of energy for the things he/she sees as challenging; not fearful of acting with a minimum of planning; seizes more opportunities than others.
4. Organizing: Can marshal resources (people, funding, material, support) to get things done; can orchestrate multiple activities at once to accomplish a goal; uses resources effectively and efficiently; arranges information and files in a useful manner.
5. Problem Solving: Uses rigorous logic and methods to solve difficult problems with effective solutions; probes all fruitful sources for answers; can see hidden problems; is excellent at honest analyses; looks beyond the obvious and doesn't stop at the first answers.
6. Decision Quality: Makes good decisions (without considering how much time it takes) based upon a mixture of analysis, wisdom, experience, and judgment; most of his/her solutions and suggestions turn out to be correct and accurate when judged over time; sought out by others for advice and solutions
7. Listening: Practices attentive and active listening; has the patience to hear people out; can accurately restate the opinions of others even when he/she disagrees.
8. Interpersonal Savvy: Relates to all kinds of people, up, down, and sideways, inside and outside the organization; builds appropriate rapport; builds constructive and effective relationships; uses diplomacy and tact; can diffuse even high-tension situations comfortably. Typically someone the RSM can rely on for doing the right thing during a problem with the customer like a customer escalation or when the customer.
9. Customer Focus: Is dedicated to meeting the expectations and requirements of internal and external customers; gets first-hand customer information and uses it for improvements in products and services; acts with customers in mind; establishes and maintains effective relationships with customers and gains their trust and respect
10. Functional/Technical Skills: Has the functional and technical knowledge and skills to do the job at a high level of accomplishment.

If you are interested, ping me on LinkedIn with your updated resume/CV.

Thank you.