Senior Enterprise Account Executive
About this role
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 GitHub, Yelp, Paramount, and JetBlue.
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Enterprise Account Executive - (London)
Reporting to the Director of Sales, the Enterprise Account Executive will lead and drive the efforts for the continued growth of Fastly in taking ownership of our expansion into the UK market, specifically targeting Commerce, SAAS, PAAS, Media and Publishing, High Tech and Financial Services markets. This is a great opportunity to help Fastly to grow and expand across the region.
Our ideal candidate has direct field sales experience with a proven track record in developing new business across different verticals, and possesses a technical sales background selling Edge Cloud/ Security/ Cloud Services, with a strong eye for business that enables them to lead and close large engagements with senior level executives (i.e. Chief Technical Officer (CTO), Chief Information Security Officer (CISO), Chief Information Officer (CIO), Chief Financial Officer (CFO), Chief Executive Officer (CEO).
Responsibilities
- Development, management and execution of a Go To Market plan to ensure Fastly meets its objectives of continued growth in the assigned vertical across the territory.
- 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 and wider revenue team to guide prospective customers through demos
- 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
Requirements
- Successful, established track record of new business development experience, with senior leadership and C-level executives, within Enterprise Sales
- Direct field sales experience with a proven track record in developing new business across different verticals including large multi-divisional/multinational companies
- Self-starter who can demonstrate development, growth and expansion of a territory
- Proven track record of effective outbound prospecting, managing sophisticated enterprise sales cycles and accurate pipeline management and forecasting
- Experience with technologies and content delivery network services, security services, cloud based services, SaaS, PaaS, content management, web analytics, website performance, cloud storage, mobile content delivery or managed web hosting is helpful
- Self-disciplined and possesses exceptional verbal and written communications skills
- Ability to work individually and collaboratively as part of a team
- Some experience of managing and working with Channel Partners/ VAR’s/ Hyper-scalers would be useful
- Fluency in English is a requirement for this position.
- Work Hours:
- This position will require you to be available during core business hours.
- Work Location(s) & Travel Requirements
- This position is a remote position based out of (locality), with the possibility of becoming a hybrid position as Fastly expands its presence in the region.
- This position will require travel to the US and Internationally, as required by your role or requested by your manager.