Sales Operations Director

Akamai is a rapidly growing company expanding its business in new markets both domestically and internationally. Akamai’s Sales Operations team is a collaborative, results-driven, cross functional team that is focused on partnering with our top-notch Sales and go-to-market teams to enable, enhance and improve every facet of their execution and productivity – ranging from strategic planning, sales, services, and marketing analytics, sales process and selling methodology, performance reporting, administration of CRM systems, budgeting, as well as new hire on-boarding and the ongoing sales training, education, and development of our existing sales team. 

About the Job

The Director of Sales Operations provides support to the Web EMEA Sales organization. Reporting to the Director of Global Web Division Sales Operations, we are seeking an energetic, multi-tasking, and creative individual to support our sales organizations out of our London or Addlestone office. The person filling this role will partner directly with the VP of Web EMEA and will be responsible for providing forward-looking insights to guide Sales Management on areas of improvement for the business. This individual will also lead the EMEA sales operations staff, supporting a rapidly growing sales organization, and will provide analytical and operational support for the management team in achieving their financial objectives. 

Responsibilities

Sales Operations:

• Provide business insight into the sale of an expanding portfolio of Akamai products in a fast paced and growing market, segmented by industry and geography

• Facilitate the development and deployment of sales targets and quotas by geo and industry segment

• Provide assessments and analytics in the development of sales territories and deployment of Account Executives

• Facilitate the development of the go-to-market organizational structure and associated sales hierarchy to maximize sales productivity

• Coordinate forecasting, planning, budgeting, quoting and order processing processes used within the sales organization, maintaining high levels of quality, accuracy, and consistency

• Provide ad hoc sales performance reporting and analysis

• Facilitate a culture of continuous improvement by identifying and executing on opportunities for sales process enhancement, collaborating with cross functional teams such as marketing, product management, account management and finance 

• Provides sales rep performance data to assist sales management with the management and administration of their teams

• Works with sales management to quickly understand key differentiators to exploit sales and market opportunities

• Assists sales management in understanding and addressing sales deficiencies, process bottlenecks and performance inconsistencies

• Provide sales productivity and capacity modeling/analysis that ties into headcount & budgets

Sales Enablement:

• Partner with Akamai’s Sales Enablement and Program Management team to develop, deliver, and maintain operational training of sales systems and processes for our Sales new hire on-boarding program

• Partner with Akamai’s Tools & Reporting team to implement and leverage sales enabling platforms/tools. Monitor the sales organization’s compliance with required standards for maintaining CRM data

• Maintain reporting and business cadence to proactively inspect and manage Akamai sales, drive the pace of the business and go-to-market efforts to meet critical KPIs in terms of bookings, revenue, and opportunity pipeline

• Leverage Salesforce.com to provide presales analytics on deal commitments and pipeline, and post-sale reporting of bookings data and performance against plan

Cross Functional Leadership:

• Liaise with members of the Sales, Marketing, Services, Finance, and Product teams

• Work with product and finance teams to translate product business plans into executable sales productivity plans, forecasts, quotas and targets

• Provide analytical and reporting support for marketing activities (pipeline reporting)

• Provide product sales performance data and information (product reporting)

• Support M&A activity with sales productivity analysis