Senior Partner Enablement Manager
Posted on Jan 24, 2020 by Akamai Technologies Limited
As a Senior Partner Enablement Manager you will be the player coach for the partners, working closely with the Akamai's Channel Sales team to ensure that strategic partners are trained and enabled on Akamai's products, services and technologies. This role requires you to appropriately plan enablement activities, coach partner teams through technical solution selling, as well as program manage partner progress through training and certification.
This is a strategic role designed to help Akamai manage the evolution of our indirect business to scale and accelerate growth. The Senior Partner Enablement Manager will foster technical relationships with Akamai's Partners and will rely on their virtual and in-person presentation and communication skills in order to be effective.
About the Team
Partner Enablement Managers are part of Akamai's Global Channel Services team; working alongside Regional Channel Managers (RCM), Partner Account Executives (PAE) and other team members of the services and support teams to ensure that partners are trained and enabled to identify, position, scope and sell Akamai solutions. PEMs tailor and execute Akamai's Partner training strategy to provide additional scale and velocity for both the partner and Akamai's growth.
Work with the Channel Sales team to recruit strategic partners. This requires the ability to prescribe and evangelize all technical aspects of Akamai's portfolio and capabilities. It also requires the ability to understand a partner's business and technology model and collaborate with the Sales and Business Development teams to define a joint go-to-market strategy that will ensure combined Akamai and partner success.
Conducting training and business development workshops for a partner's technical decision makers and architects to help them understand the Akamai product portfolio and develop complementary value-added solutions.
Define a partner-specific enablement plan based on the partner GTM plan combined with the Akamai global partner enablement framework. The enablement plan takes advantage of partner strengths and industry expertise to define partner orientation, training, and ongoing development plans.
Collaborate with the Channel Sales team to manage partner progress and success against the enablement plan.
Hold feedback sessions with local Akamai Solution Engineers to understand the challenges partner personnel face with current opportunities. Work with the Global Partner Enablement team to update training and the enablement framework as required.
Participate in the partner quarterly business reviews to obtain visibility and feedback from the partner. Take specific actions and work with partner & Akamai teams to address enablement gaps.
The role requires travels (approximately 20%-30%).
Minimum 8 years of overall experience.
Experience in a customer or partner facing environment such as, technical pre-sales, technical account/project management, or technical consulting.
Extensive experience with Internet technologies, such as HTTP, DNS, SSL, etc.
Experience developing and enhancing strong relationships at all levels of the business.
Education: Masters degree of Science or Masters in Business Administration.
Demonstrates situational fluency through strong written and verbal communication skills.
Exceptional skill visualizing and documenting technical, organizational, and procedural concepts.
Proven presentation effectiveness of complex and technical material to varying audiences virtually and in-person.
Understanding of and experience working within a channel go-to-market strategy.
A proven track record demonstrating good business judgment, an ability to make decisions, and a passion for excellence.
Ability to develop and drive consensus while implementing innovative process and strategy improvements.
Web application programming background, J2EE, .NET, Web Services experience.
Deep understanding of CDN architecture, solutions, and products, preferably Akamai solutions.
Project management experience and certification.