Fastly helps people stay better connected with the things they love. Fastly’s edge cloud platform enables customers to create great digital experiences quickly, securely, and reliably by processing, serving, and securing our customers’ applications as close to their end-users as possible — at the edge of the Internet. The platform is designed to take advantage of the modern internet, to be programmable, and to support agile software development. Fastly’s customers include many of the world’s most prominent companies, including Vimeo, Pinterest, The New York Times, and GitHub.
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Country Manager / AVP Sales - ANZ
As the AVP Sales, ANZ, you will lead and oversee our go-to-market organisation across Australia and New Zealand. You will manage and lead the regional focused sales, account management, SDR, Marketing and Channel Partnerships; drive the go-to-market strategy and execution across the business in region, and ensure support for the broader team with the primary objective of growing Fastly’s business through customer acquisition and existing customer growth.
You’ll be responsible for growing the territory, acquiring new customers, growing revenue and accelerating market penetration. As a regional leader for Fastly, you will also be responsible for building and cultivating a cohesive team across local functions and ensuring Fastly’s values are instilled in the business as it grows.
As an external figurehead, you should be a dynamic communicator and possess a technical sales background that enables you to build trust at multiple levels, from CXO to software developer. You’ll have worked in a Leadership position before, managing multiple high performing teams throughout your career. You should be a self-starter who is prepared to develop and execute a go-to-market plan and consistently lead the team to hit targets, goals and KPIs.
Direct accountability for Fastly’s ANZ go-to-market functions and teams.
Work across a matrix environment with the regional and global functional teams
Adapt Fastly global GTM strategy to account for regional needs and local market conditions
Accountable for developing and leading the sales teams, operations and resources to deliver profitable growth through new customer acquisition and expansion of existing customers
Work closely with other key functions such as channel, marketing, and Sales Development to drive customer acquisition and growth.
Build and support the development of customer relationships from executive level down
Accountable for ensuring the region delivers on sales, revenue growth, meeting or exceeding quota goals and MBO’s across the respective team
Ensure continued development and maintenance of a robust sales pipeline
Work closely with the key stakeholders across the Fastly business including Client Services, Marketing, Product, Product Marketing to ensure the regional efforts are aligned and executed.
Create a culture of continuous improvement through regular analysis of the team's performance and recognition of individual contributions to the team's goals
Manage and/or coach all aspects of the sales cycle including: prospecting, forecasting, sales meetings, negotiations, account management and pipeline creation
Be a key advocate and local representative for Fastly’s strategy, goals and values, internally and externally
Effectively and independently deliver the Fastly company story, value proposition, and product demonstrations
Strong senior leadership experience with a proven track record of strategic planning and execution across go-to-market functions, to drive growth through customer acquisition and existing customers, ideally 10+ years in the Japan market.
Senior sales management experience with a record of achievement in developing successful sales teams and sales strategy to to meet and exceed sales targets ideally for…
The capability to build pipeline, through both direct end customer and channel partner; effectively forecast and meet quarterly targets, coaching the team where and as needed.
Marketing knowledge, demand generation & channel partnerships
12+ years of technology with strong experience in CDN, delivery, cloud security and related sales or business development experience
Proven experience of leadership and growth in a high growth environment for a global company
Deep knowledge of different sales methodologies, confident command of pricing, packaging and negotiating complex deals.
Experience collaborating and working closely with Marketing, Product and Customer Success to ensure strategic alignment and results
Independent, self-disciplined and possess strong verbal and written communications skills
Ability to manage multiple objectives, tasks and initiatives across different disciplines and areas.
Experience with content delivery network services, cloud security services, video streaming technologies, ad insertion and digital marketing, interactive services, digital rights management (DRM), content management, web analytics, website performance, cloud storage, mobile content delivery or managed web hosting
This position will require you to be available during core business hours.
Melbourne or Sydney, Australia
We care about you. Fastly works hard to create a positive environment for our employees, and we think your life outside of work is important too. We support our teams with great benefits that start on the first day of your employment with Fastly. Curious about our offerings?
We offer a comprehensive benefits package designed to meet your needs. Our offerings may vary depending on the country where you work and are subject to change.
Why Fastly?
We have a huge impact. Fastly is a small company with a big reach. Not only do our customers have a tremendous user base, but we also support a growing number of open source projects and initiatives. Outside of code, employees are encouraged to share causes close to their heart with others so we can help lend a supportive hand.
We love distributed teams. Fastly’s home-base is in San Francisco, but we have multiple offices and employees sprinkled around the globe. As a new hire, you will be able to attend our IN-PERSON new hire orientation in our San Francisco office! It is an exciting week-long experience that we offer to new employees to build connections with colleagues across Fastly, participate in hands-on learning opportunities, and immerse yourself in our culture firsthand.
We value diversity. Growing and maintaining our inclusive and diverse team matters to us. We are committed to being a company where our employees feel comfortable bringing their authentic selves to work and have the ability to be successful -- every day.
We are passionate. Fastly is chock full of passionate people and we’re not ‘one size fits all’. Fastly employs authors, pilots, skiers, parents (of humans and animals), makeup geeks, coffee connoisseurs, and more. We love employees for who they are and what they are passionate about.
We’re always looking for humble, sharp, and creative folks to join the Fastly team. If you think you might be a fit please apply! A fully completed application and resume or CV are required when applying.
All job applications must be submitted through our official careers site at www.fastly.com/about/careers. We will never request sensitive information, such as your Social Security number, bank account or credit card information during the application process. All official communication will come from an @fastly.com or @recruiting.fastly.com email address.
Fastly is committed to ensuring equal employment opportunity and to providing employees with a safe and welcoming work environment free of discrimination and harassment. Our employment decisions are based on business needs, job requirements and individual qualifications. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, family or parental status, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.
Consistent with the Americans with Disabilities Act (ADA) and federal or state disability laws, Fastly will provide reasonable accommodations for applicants and employees with disabilities. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact your Recruiter, or the Fastly Employee Relations team at candidateaccommodations@fastly.com or 501-287-4901.
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