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.We're building a more trustworthy Internet. Come join us.Senior Account Executive- Victoria, AustraliaFastly 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 Enterprise Account Executive candidate has an extensive network of contacts at enterprises in Victoria 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 Victoria,, 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 Victoria with a secondary focus on South Australia, the ACT, Western Australia and Wellington NZ.
- 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
- Direct field experience and extensive network of key contacts within Victorian enterprises
- 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.
- DevOps conceptual knowledge or experience
- Web/Application Security conceptual knowledge or experience