Manager - Account Development

About the Team

The Account Development Team is an integral part of the North America Marketing Organization and is responsible for partnering with the Field Sales organization to develop Qualified First Appointments (QFAs). The ADEs drive the early stages of the sales cycle and ensure well-qualified first appointments, which become valid revenue generation opportunities. The ADE communicates the value of each solution offering within each target industry and diagnoses pains relevant to the solutions and to the industry.

About the Job

- This person will be responsible for the overall success of the industry ADE (Account Development Executive) organization and will manage a team of 7-10 people and the delivery of their goals aligned to industry market segments.

- She will play a key industry marketing consultant role by partnering with marketing and sales leadership teams in North America to drive new leads for the ADE team.

- The role requires strategic thinking, proven leadership, effective communication, marketing, and analytical skills.

Responsibilities

- Responsibilities include: success of the industry focused ADE teams by leading the recruiting, hiring, training efforts for the ADE team

- Demonstrate people management and leadership skills and help in achieving business goals

- Highly effective facilitation, presentation and other communication skills that enable the team to partner with multiple sales and marketing resources and achieve common goals

- Establish a standard Service Level of Agreement in collaboration with Sales and Marketing Leadership.

- Conduct quarterly performance reviews and compare results to established goals, develop action plans as appropriate, execute quarterly bonus payouts/plans, and ensure compliance of audit requirements for payouts.

- Proactively work with Sales Leadership to develop initiatives and plans to achieve new business goals in current year and beyond.

- Creates development plans for each member of the ADE Management team and provide career mentoring and coaching.

- Manage and execute quarterly SPIFF budget, results, and prize awards for US ADE Team.

- Support CRM implementation and continuously help develop new best practices to improve efficiencies and productivity of ADE Team.

- Proactively work with Industry Marketing and Marketing Programs to develop and refine TIA lists and training sessions to support targeted prospecting activities.

- In collaboration with the ADE Management team, establish and monitor best practices for prospecting and working with the field sales organization.

Qualifications:

Basic Qualifications

- Education: BS/BA degree.

- Overall Experience: 8+ years of experience in sales/account development roles.

- 3+ years of experience in sales/account development leadership roles

- Ability to work and excel under stretch targets and fast paced market conditions

- Ability to work North America business hours as needed.

Please share your resumes at kasathur@akamai.com

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