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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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Senior Enterprise Account Executive, ANZ

Fastly has already disrupted CDN technology and has quickly expanded to become a recognised leader in the security and edge computing markets. Help us build Fastly in Australia, and chart a path for customer acquisition and growth throughout Australia and New Zealand.

Reporting to the AVP Sales ANZ, the ideal Senior Enterprise Account Executive candidate has an extensive network of contacts at enterprises in NSW and possesses both a technical sales background selling security or cloud-related products and a strong eye for business that enables them to lead and close large engagements at CTO, CISO, Head of DevOps, Head of Infrastructure levels. They should be prepared to develop, be accountable for and execute against a clear plan to deliver on quarterly bookings and revenue targets consistently.

If you are a hardworking and successful salesperson used to introducing and selling highly innovative technical solutions to enterprise companies in NSW, then this could be the role for you!

What You'll Do:

• Develop, manage, and execute a Go-to-Market plan to ensure Fastly meets its continued growth objectives, primarily in NSW, with a secondary focus on QLD.

• Accountable for driving pipeline, sales, revenue, and meeting or exceeding quota goals

• Lead all aspects of the sales cycle from start to finish both internally and externally including: prospecting, discovery, Proof of Concepts, value proposition positioning and pricing, contract closing and account management

• Work closely with a Sales Engineer to guide prospective customers through demos and during their trial periods

• Develop a technical understanding of the Fastly solutions, the problems they solve for our customers, and where they fit in the broader Edge Computing, Security and DevOps landscape

• Partner with the account management team to accelerate customer adoption and ensure customer satisfaction

• Collaborate with the key partners across Fastly business including Client Services, Marketing, Product, Product Marketing to ensure the regional efforts are aligned and executed

• Use CRM tools to enrich Fastly customer database and report on sales cycles progress; use of sales prospecting tools to drive out-bounding activities

What We're Looking For:

• Direct field experience and extensive network of key contacts within NSW enterprises

• Someone who loves the thrill of new customer acquisition, and is excited to take Fastly out to new prospects and customers across the region

• A self-starter with technology (B2B, SaaS preferred) related sales experience with senior leadership and C-level executives across technology & engineering (CTO, CISO, Head of DevOps, Head of Infrastructure)

• Experience with security technologies, content delivery network services, web analytics, website performance, cloud storage, mobile content delivery, or managed web hosting is highly desired

• Proven track record of effective outbound prospecting, managing sophisticated enterprise sales cycles and accurate pipeline management and forecasting in Australia

• Possess strong verbal and written communication skills

• Independent, self-disciplined but also able to work collaboratively as part of a team

• Navigates the organisation to mobilise the necessary resources to drive success; partner with execs on building relationships at the top level.

We’ll be super impressed if you have experience in any of these:

• DevOps conceptual knowledge or experience

• Web/Application Security conceptual knowledge or experience

Work Hours:

This position will require you to be available during core business hours.

Work Location(s) & Travel Requirements:

This position is a remote working position, you'll be residing in a commutable distance to our teams and customers in the following region:

• Sydney, NSW, Australia

This position will require travel across ANZ and as required by your role or requested by your manager. You'll also travel to the US for Onboarding and SKO's!

Why Fastly?

• We have a huge impact. Fastly is a small company with a big reach. Not only do our customers (https://www.fastly.com/customers) have a tremendous user base, but we also support a growing number of open source projects and initiatives (https://www.fastly.com/open-source/) . 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.

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.

Fastly collects and processes personal data submitted by job applicants in accordance with our Privacy Policy (https://www.fastly.com/privacy) . Please see our privacy notice for job applicants (https://www.fastly.com/privacy-job-applicants) .