Major Account Executive, New Accounts - Central Government & PSU - Delhi
WFA Digital Insight
As demand for cybersecurity specialists grew 28% in 2025, roles like this Major Account Executive position are becoming increasingly crucial. With the Indian government's push for digital transformation, professionals with expertise in accessing Central Government or PSU accounts are in high demand. Akamai stands out for its commitment to shaping digital life and providing a platform for performance, security, and resilience. Before applying, candidates should be aware of the complexities of government sales and the need for resilience in navigating long sales cycles.
Job Description
About the Role
The Major Account Executive role at Akamai is centered around securing new government clients and institutions, primarily targeting Central Government entities. This involves driving new logo acquisition, identifying whitespace accounts, and engaging early with key decision-makers. As part of the sales team, you will be responsible for developing and executing comprehensive territory plans, creating and closing pipelines, and replacing outdated vendors with a platform-driven approach.The day-to-day responsibilities of this role are deeply intertwined with understanding the nuances of government sales, managing ambiguity, and navigating the complexities of India's procurement processes. You will be working closely with the sales team to align Akamai solutions with business needs, build relationships, and maximize product value through the full scope of the global platform.
What You Will Do
- Drive new logo acquisition by targeting Central Government entities and identifying whitespace accounts
- Develop and execute a comprehensive territory plan with target accounts, entry strategies, and win themes
- Create and close pipelines by developing opportunities via prospecting, partnerships, ecosystem influence, and leading high-value security solution pursuits
- Replace outdated vendors and fragmented solutions with a platform-driven, outcome-oriented approach
- Build and activate an effective ecosystem of SIS, partners, consultants, and influencers to enhance market entry, scalability, and collaborative solution design
- Engage early with key decision-makers and influence decisions to position Akamai as the primary platform for performance, security, and resilience
- Collaborate with customers and prospects to align Akamai solutions to business needs
- Develop and maintain deep relationships with stakeholders to drive momentum
- Stay updated on market trends, competitors, and industry developments to continuously improve sales strategies
What We Are Looking For
- 10 to 15 years of enterprise or government sales experience with a proven track record of acquiring new accounts
- Bachelor's degree in a relevant field
- Expertise in accessing Central Government or PSU accounts and selling cybersecurity, cloud, CDN, infrastructure, or platform solutions
- Ability to navigate government sales expertly, understanding India's procurement processes and PSU dynamics
- High energy, resilience, and determination, with the ability to excel in ambiguity and complex sales settings
- Proficiency in using Excel for data analysis and sales tracking
- Strong communication and interpersonal skills to engage senior leadership and build effective relationships
Nice to Have
- Experience with sales management tools and CRM software
- Knowledge of the latest trends and technologies in cybersecurity and cloud computing
- Certification in sales or a related field
Benefits and Perks
- Competitive salary package
- Opportunities for career growth and professional development
- Access to cutting-edge technologies and tools
- Collaborative and dynamic work environment
- Flexible working hours and remote work options
- Comprehensive health insurance and wellness programs
- Performance-based incentives and bonuses
How to Stand Out
- Ensure your resume highlights specific examples of government sales experience and new account acquisition successes.
- Develop a strong understanding of Akamai's solutions and how they address the needs of government institutions.
- Prepare to discuss your strategy for navigating the complexities of government sales and procurement processes.
- Be ready to provide examples of your ability to work with ambiguity and manage long sales cycles.
- Research the company culture and be prepared to discuss how your skills and experience align with Akamai's values and mission.
- Practice your presentation skills to effectively communicate the value of Akamai's solutions to potential clients.
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