Strategic Sales Account Manager
Fastly · Posted Oct 22
Edge cloud platform, content delivery network, and cloud security services
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About the role
Fastly operates an edge cloud platform that processes, serves, and secures customer applications close to end users. This role is part of Fastly’s strategic partnership with Jio Platforms, where Fastly provides infrastructure for the carrier-grade JioCDN service. The Strategic Sales Account Manager will manage enterprise and telco partner accounts, drive partner enablement and product commercialization, and grow adoption of CDN/edge solutions across India.
What you will do
- Own and grow a portfolio of strategic telco partner and subsidiary accounts; drive new bookings, revenue, renewals and contract expansion.
- Act as the primary commercial contact for partner stakeholders and their internal customer organizations; monitor account health and secure executive sponsorship.
- Enable partner enterprise sales teams and channel stakeholders to position, sell and adopt JioCDN-powered solutions; lead enablement activities, workshops, roundtables and speaking engagements.
- Develop account strategies and executive engagement plans; run Monthly and Quarterly Business Reviews to measure adoption, highlight new initiatives, and surface growth opportunities.
- Translate customer and partner business needs into adoption plans; coordinate cross-functional Fastly resources (sales, solutions engineering, professional services, product, engineering, support, finance) to unblock deployments and commercial progress.
- Identify, qualify and drive upsell, cross-sell and net-new business opportunities in collaboration with Fastly Sales and Solutions teams; cross-sell Fastly solutions to increase usage.
- Advocate telco partner and customer feedback into Fastly product and go-to-market planning; collaborate with product, marketing and sales to improve ongoing customer support.
- Manage complex, multi-threaded commercial programs and timelines across organizations; engage customers both remotely and in person and bring in subject matter experts as needed.
- Travel across India as required for partner and customer engagement.
Skills used in this role
What the employer is looking for
- 10+ years enterprise account management / customer success, partner/alliances management, or strategic sales experience with carrier, telco, or platform partners in India.
- Direct experience launching, commercializing, or scaling CDN, edge, or related infrastructure services (CDN/PAAS/web delivery/cloud/networking/security) with telcos or large partners.
- Proven track record driving revenue via new-logo acquisition, renewals, upsell and cross-sell motions.
- Strong stakeholder management and executive engagement; comfortable presenting to technical and business audiences and running customer meetings/demos.
- Technical fluency across web/app security, CDN, networking, cloud infrastructure or related technologies, with the ability to translate technical capabilities into business value.
- Demonstrated ability to coordinate cross-functional teams and manage complex, multi-threaded programs to successful outcomes.
- Exceptional customer-facing, presentation and project management skills; high attention to detail and ability to prioritize in a fast-moving, multitasking environment.
- Self-starter, independent, disciplined, highly organized, with excellent verbal and written communication in English (local language skills a plus).
Benefits and support
- Compensation and benefits are detailed in the job posting
About Fastly
Fastly is an American cloud computing company that operates a programmable edge cloud platform designed to help developers build, secure, and deliver digital experiences closer to users. Its services include content delivery network (CDN) solutions, DDoS protection, web application firewalls (WAF), and image optimization. Fastly empowers enterprises globally to maintain fast, scalable, and secure web and mobile applications.
- Industry
- Cloud Computing
- Company size
- 1001-5000 employees
- Founded
- 2011
- Location
- San Francisco, California, USA
- Funding stage
- Public Company
Funding
Public Company · $269M raised
- 2012-05-01Series A$4,000,000
- 2013-06-01Series B$10,000,000
- 2014-09-01Series C$40,000,000
- 2015-08-01Series D$75,000,000
- 2017-05-01Series E$50,000,000
- 2018-07-01Series F$40,000,000
- 2024-12-01Post-IPO Debt$150,000,000
- 2025-12-01Post-IPO Debt$160,000,000
Leadership
Chief Executive Officer
Founder and Chief Technology Officer
Chief Financial Officer
Chief Marketing Officer
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