Senior Major Account Executive, Existing Accounts

Akamai Technologies; Bengaluru; Hybrid; INR 3,500,000 - 7,000,000; Full time

Benefits offered by this job

FlexBase program

Job summary

Akamai Technologies in Bengaluru seeks a Senior Major Account Executive and Compute Specialist to drive strategic enterprise relationships and expand CIS adoption across compute, cloud and AI offerings.

You will partner with Enterprise Sales to co-sell, develop data-driven account plans, engage C-level leaders, and manage multi-million-dollar infrastructure deals, leveraging Akamai's distributed cloud platform.

Qualifications

• 15+ years of proven enterprise sales, strategic account management, or Go-To-Market expertise in Cloud Computing, AI infrastructure, or distributed systems.
• Proven success in consultative, value-driven selling and upselling cloud solutions to enterprise clients across verticals.
• Expertise in Cloud Infrastructure, Cloud-Native architectures (Microservices, K8s), AI/ML data pipelines, and workload total cost of ownership (TCO) analysis.
• Foundational knowledge of Web Security, Enterprise Security architecture, SASE, and major Cloud Service Providers like AWS, Azure, and GCP.
• Ability to manage complex six-to-seven-figure infrastructure deals from discovery to close with cross-functional teams.
• Experience in cloud/AI consulting or entrepreneurship with ethics, integrity, and strategic mindset.

Responsibilities

• Collaborate with Enterprise Sales teams to co-sell and identify infrastructure initiatives.
• Develop data-driven account plans and build relationships across business units to uncover compute and AI opportunities.
• Advise C-level executives and VP-level engineering leaders on Akamai's distributed cloud value proposition and egress economics.
• Migrate workloads by exploring transitions of VMs, containers, Kubernetes, and AI inferencing to Akamai's platform.
• Develop and forecast a strategic sales pipeline with advanced methods for complex enterprise deals.
• Oversee contract negotiations and multi-stakeholder agreements for expansions, renewals, and commitments.

Skills

Enterprise sales

Strategic account management

Go-To-Market

Cloud Computing

AI infrastructure

Distributed systems

Consultative selling

C-level communication

Tools

AWS

Azure

GCP

Job description

Job Description

Would you like to build customer loyalty?

Would you enjoy supporting the world's leading brands?

Join the Akamai's Compute Sales team within Cloud Infrastructure Services (CIS) business!

We collaborate with India's top companies across industries to enhance internet speed, security, and advanced intelligence. Akamai's Cloud Infrastructure Services(CIS) division is transforming the centralized cloud market. Partnering with enterprise customers, we align Akamai's distributed compute platform, cloud-native infrastructure, and AI-driven solutions to their business needs. Strategic relationships and data insights maximize value across the global distributed cloud platform.

Partner with the best

Serving as a Senior Major Account Executive and Compute Specialist, this role focuses on strengthening relationships with key enterprise customers. Responsibilities include driving account growth by cross-selling and up-selling Akamai's CIS. The position ensures customers fully utilize Akamai's compute, cloud, and AI offerings within its distributed infrastructure.

As a Senior Major Account Executive, you will be responsible for:

• Collaborating with Enterprise Sales Teams: Engaging with the Enterprise Sales team to co-sell, identify infrastructure initiatives, and integrate CIS solutions strategically.
• Developing comprehensive, data-driven account plans while fostering relationships across business units to uncover new compute and AI workload opportunities.
• Advising C-level executives and VP-level engineering leaders, articulating Akamai's value in distributed cloud compute, egress economics, and scalable infrastructure.
• Migrating complex workloads by exploring opportunities to transition VMs, containers, Kubernetes clusters, and AI inferencing to Akamai's distributed cloud.
• Developing a strategic sales pipeline, overseeing and forecasting opportunities with advanced methodologies to ensure success in complex enterprise sales processes.
• Overseeing contract negotiations, guiding multi-stakeholder agreements on expansions, renewals, and commitments to achieve shared success, satisfaction, and technology adoption.

Do What You Love

To be successful in this role you will:

• Demonstrate 15+ years of proven enterprise sales, strategic account management, or Go-To-Market expertise in Cloud Computing, AI infrastructure, or distributed systems.
• Demonstrate proven success in consultative, value-driven selling and upselling cloud solutions to enterprise clients across FSI, SaaS, large enterprise verticals
• Demonstrate expertise in Cloud Infrastructure, Cloud-Native architectures (Microservices, K8s), AI/ML data pipelines, and workload total cost of ownership(TCO) analysis.
• Maintain foundational knowledge of Web Security, Enterprise Security architecture, SASE, and major Cloud Service Providers like AWS, Azure, and GCP.
• Manage complex six-to-seven-figure infrastructure deals from discovery to close while collaborating effectively with cross-functional teams, specialists, and account managers.
• Demonstrate consulting or entrepreneurial experience with cloud and AI, showcasing ethics, integrity, personal determination, and a strategic mindset.

About Us

At Akamai, we make life better for billions of people, trillions of times a day.

Whether you're streaming live events, scrolling social media, watching your favorite series, or managing your savings, we're the engine behind the scenes. We provide the world's most distributed platform from Cloud to Edge to help the giants of the digital world work faster and stay more secure, making the internet a better experience for everyone.

Our Focus Is Simple

Cloud and Edge: Running apps closer to users for instant performance.

Security: Neutralizing threats before they ever reach your data.

Content Delivery: Scaling the world's biggest moments without a glitch.

AI: Enabling our customers to build, secure, and scale AI apps on the world's most distributed cloud platform.

At Akamai, we don't just support the internet; we power and protect it, because behind every great digital experience is a massive hidden challenge. And we're the ones who solve it. When millions of people hit play or pay, Akamai ensures it just works.

Benefits at Akamai:

We support your health, well-being, finances, and life beyond work. See our benefits.

FlexBase adapts to your job's needs

Akamai's FlexBase program is yet another way we show our commitment to providing employees with an exceptional workplace experience. It's not about telling employees where to work; it's about supporting employees to do their best work.

We trust our incredible employees to work in ways that suit them best: at home, in an office, or a combination of both.

Connect with us on social and see what life at Akamai is like!