Principal Global Technology Sales Overlay

Principal Global Sales Technology Overlay

This role will partner with Fastly’s Revenue org to support new revenue growth and to uphold excellent customer attention across all internal touchpoints, scaling the involvement of the Office of the Chief Architect across customer engagement. The Principal Global Sales Technology Overlay will work with the Sales org to open doors at target accounts and enable executive alignment with the OCA. This role will also collaborate with the Client Services team around key customer engagement touchpoints (renewals, roundtables, exec roadshows, etc). The ideal candidate has a strong technical sales background that enables them to drive engagement at the CXO, IT architect, and software developer levels, and the ability to align internal functions to support the needs of our customers.

What You'll Do

• Represent the Chief Architect / Office of the Chief Architect in new business and customer meetings and at events
• Effectively and autonomously deliver the Fastly company story, value proposition, and product demonstrations; enable others in revenue org to do so as well
  • Feed into Sales enablement training programs
• Advocate for the customer internally, serving as OCA representative for alignment; accelerate customer adoption and ensure customer happiness in partnership with Sales and Client Services
  • Help unblock stalled opportunities, working across cross-functional teams
  • Help close loop with Product regarding Sales feedback
• Advise and participate (as an overlay) in all parts of the sales cycle including: prospecting, sales meetings, negotiation, closing steps, and account management
• Identify prospects’ issues, recognize requirements, and effectively articulate potential solutions utilizing the Fastly value proposition and use cases. Offer methods of validating the theses
• Provide insight into the market based on first line experience

What We're Looking For

• 8+ years of technology (B2B, SaaS preferred) related sales or business development experience
• Passion for working in a multifaceted, collaborative, and purpose driven environment
• Superior relationship building skills across internal and external stakeholders
• Excellent executive communication and presentation skills
• Experience with content delivery network services, web analytics, website performance, cloud storage, mobile content delivery or managed web hosting is highly desired
• BA/BS degree required, major in Engineering, Computer Science, or MIS a plus
• Strong communication and presentation skills

We value a variety of voices, so this is not a laundry list. It would be an added bonus if you have experience in ANY of these:

• Large Complex organizations with many business units.
• Understanding how security plays in the marketplace

The estimated salary range for this position is $147,000 to $230,000. Starting salary may vary based on permissible, non-discriminatory factors such as experience, skills, qualifications, and location.

This role may be eligible to participate in Fastly’s equity and discretionary bonus programs.

Benefits

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 including medical, dental, and vision insurance. Family planning, mental health support along with Employee Assistance Program, Insurance (Life, Disability, and Accident), company paid holidays, paid time off and paid sick leave are there to help support our employees. We also offer 401(k) (including company match) and an Employee Stock Purchase Program.

Fastly reserves the right to amend or modify for any reasons in accordance with applicable law.