Akamai Technologies, Inc. Director of Solutions Engineering, Media and Carrier APJ in Hong Kong, Hong Kong

Director of Solutions Engineering, Media and Carrier APJ

Hong Kong, Hong Kong

Sales/Sales Engineering

Apr 01, 2018 Post Date

012577 Requisition #

About Akamai

As the world’s largest and most trusted cloud delivery and security platform, Akamai makes it easier for our customers to provide the best and most secure digital experiences on any device, anytime, anywhere. Akamai’s massively distributed platform is unparalleled in scale with over 200,000 servers across 130 countries, giving customers superior performance and threat protection. Akamai’s portfolio of web and mobile performance, cloud security, enterprise access, and video delivery solutions are supported by exceptional customer service and 24/7 monitoring. To learn why the top financial institutions, e-commerce leaders, media & entertainment providers, and government organizations trust Akamai please visit www.akamai.com, blogs.akamai.com, or @Akamai on Twitter.​

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 at www.akamai.com/diversity.

About the Job

The Director of Solutions Engineering (SE Director) will be responsible for partnering with the Sales, Professional Services, and Support organizations to ensure customers are provided full lifecycle support – from pre-sales to implementation through to ongoing support across the APJ region. This person will provide the Solutions Engineering team with strategic direction and operational management on a day-to-day basis to ensure that the solutions engineers and technical account managers are organized and execute to maximize efficiencies and effectiveness to positively impact customer revenue, retention, growth and satisfaction across the APJ region

The SE Director will ensure that the SE Managers and individual contributors in each of the region are developing the best technical solutions to meet customers’ business needs, driving successful outcomes in POCs, and are partnering effectively with the Service Delivery and Customer Care organizations to accelerate revenue growth for their region.

The SE Director must understand the functional aspects of the Solutions Engineering role, the technical aspects of the underlying Akamai technologies, and be adept at the end-to-end processes of the customer lifecycle to effectively lead and direct the team.

Responsibilities

  • Assume overall functional responsibility for the APJ Pre-Sales organization.

  • Manage the key business metrics such as POC pipeline, quality, and win-rate.

  • Develop local Product Enablement plans for Media and Carrier Pre-Sales resources and customers alike.

  • Drive Customer Satisfaction and retention efforts for accounts in the region.

  • Provide customers with industry insight and technical best practices based on experience.

  • Assist in strategy development for prospective customers via New Customer initiatives.

  • Provide ongoing customer-driven feedback and input to help inform product roadmaps.

  • Define, develop, and implement internal stakeholder partnering models and relevant processes.

  • Focus on individual and team development plans to ensure high employee satisfaction and retention.

  • Be the Executive Sponsor or Champion for specific APJ-wide projects (as necessary) that may include working with Sales, Marketing, Engineering, Finance, and Operations.

  • Ensure that all aspects of customers’ initiatives are understood, communicated, and on-track.

  • Ensure all key Akamai deliverables meet customer/partner standards, acting as a steward of quality and responsiveness.

  • Quickly establish a trusting relationship with customers, partners, and internal stakeholders at senior levels.

  • Understand the partner/customer business environment in all major regions, understand key business drivers across relevant industries, and how to help make Akamai successful at a business level.

  • Consult and further develop on Akamai’s global product release cycle.

  • Identify opportunities to leverage Akamai platform in new or unique ways to achieve customer business objectives.

  • Understand the economic levers of a business or industry and utilize them to affect business outcomes.

  • Synthesize past programs into high-level results, lessons learned, and case studies to contribute to peers.

Qualifications

Basic Qualifications

  • 12+ Years professional experience in presales or service delivery organizations offering information technology products or services to enterprise customers.

  • 6+ Years management experience in a world class enterprise software, consulting services or partner organizations. Will have been part of scaling a team to support the growth of a company.

  • 4+ Years having managed a large group of technical presales and technical account management people both directly and indirectly.

  • Strong knowledge in one or more core technologies: TCP/IP, DNS, HTTP/S, Video encoding and packaging, encryption, Cloud Computing, Cloud Security.

  • Clear operational experience in defining and implementing the process for managing a Pre-sales organization.

  • Experience in defining the appropriate incentive programs for a Pre-Sales organization.

  • Demonstrated ability to teams organically (through hiring, on-boarding, and continual enablement).

  • Management and Technical experience in the key industry verticals – Broadcast and Video distribution, Network Operators (Telcos and Carriers), Social Networking, and Gaming segments a plus.

  • Excellent communication skills, both oral and written along with the ability and willingness to communicate at all levels.

  • Proven ability to establish and maintain strong, positive relationships with sales, engineering, services and executive management.

  • Entrepreneurial drive and work ethic.

  • Ability to thrive in a fast paced, start-up, team-oriented environment.

Desired Qualifications

  • Product Enablement and Revenue – Ability to partner closely with Sales to achieve revenue growth targets in APJ markets for Akamai.

  • Efficient and effective system, processes, procedures and operations definition with a view to cost management.

  • Effective collaboration between Akamai sales, delivery organizations and partners.

  • Provide financial and administrative insight and recommendations to the business to increase efficiencies and profitability.

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.