Account Development Executive
Overview:
About the Job
As an ADE, you will 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. The function is about prospecting, not polling.
* You will be expected to meet or exceed quarterly QFA targets. Secure 50% of Opportunities/Prospect meetings which present valid revenue opportunities
* Assist in the identification of suitable ‘Akamai-Ready’ Target Industry Accounts (TIA) by compiling and sharing research date with the Major Account Executive
* Generate a minimum of 30 qualified first appointments per quarter
* Local point of entry for all inbound telephone calls, qualify and redirect
* Extensive territory planning in assigned region and prospect research within specific industry verticals and Akamai solutions
* Ability to develop a ‘Why Akamai, Why Now’ proposition for each call
* Proactively identify and find new business leads for your territory
* Support of internal industry or solution specific marketing campaigns and events
* Close co-operation with the sales team to identify and follow up on new opportunities
* Make use of prospecting support tools such as OneSource, Hoovers and the Marketing Lead Development Center in Bangalore
inside sales or prospecting role, ideally within IT or New Media
* Strong and self-confident communicator comfortable speaking with Director level contacts
* Proven experience of being persuasive, influential and professional on the phone
* Strong skills in identifying opportunities
* Can demonstrate a successfully executed prospecting/new Accounts
Qualifications:
* 2+ years experience in an inside sales or prospecting role, ideally within IT or New Media
* Strong and self-confident communicator comfortable speaking with Director level contacts
* Proven experience of being persuasive, influential and professional on the phone
* Strong skills in identifying opportunities
* Can demonstrate a successfully executed prospecting/new Account Development program within a target Vertical Market
* Should be willing to work flexible work hours primarily US EST / PST
* Completion of sales course or has a Qualification in Telephone Prospecting or Solution Selling
* Experience and understanding of the Internet and related services
* Credible experience in and knowledge of Media & Entertainment, Hi-Tech, or Retail Industries
