Senior Account Executive - ASEAN

As we expand our business globally, we are building out teams in key strategic locations to drive further customer and revenue growth. As a result, we are looking for experienced and talented new business sales professionals to be part of our early stage growth for the SE Asia region, to join our team as Senior Sales Account Executives for SE Asia. This role will be focused on selling into enterprise, hyper-growth companies, and organisations that have a need for Fastly’s products and solutions. 

The Senior Sales Account Executive will be responsible for  driving the growth and acquisition of our customer base within a defined SEA territory and in all market sectors but predominantly media and entertainment, banking and finance, e-commerce etc,.

The ideal candidate possesses a technical sales background that enables them to drive an engagement at the CXO, IT architect, and software developer levels.  They should be a self-starter who is prepared to develop and execute against a territory coverage plan and consistently deliver on quarterly bookings and revenue targets.

The candidate should have experience in selling security and cloud infrastructure product suites to prospects of various sizes and profiles: from large established enterprises to smaller, devops-focused companies. 

Work Location(s) & Travel Requirements:

This position is a remote role and open to candidates residing in the following locations: Singapore

In a remote position, you may not reside within a commutable distance to a Fastly office.

This position may require travel approximately 2-4 times per year as requested by your manager.

What You'll Do

• Accountable for driving new business and logos, while meeting or exceeding quota goals, leading all aspects of the sales cycle including prospecting, sales campaign/meetings, discovery, qualification, negotiation, path to closure, and account management
• Engage with prospect organisations to position and sell Fastly’s products and solutions including security, delivery and compute.
• Identify a prospect’s issues, recognise requirements, and effectively articulate potential solutions 
• Prepare a territory plan and use all available tools to prospect effectively, achieving  activity metrics provided by Sales Managers and sales operations. 
• Work with the Sales Manager to map new accounts (incl. key stakeholders and business requirements), develop account plans, and penetrate new accounts
• Effectively and autonomously deliver the Fastly company story, vertical talk track value proposition based presentations, and product demonstrations
• Identify a prospect’s issues, recognise requirements, and effectively articulate potential solutions 
• Work with Sales Management and the Deal Desk to prepare and deliver compelling proposals, quotes, and contracts
• Develop a deal framework for all deals set to close, including necessary stakeholders, results and timelines for both sides. Be able to communicate this effectively to the customer. Coordinate POC with the customer. Validate success criteria using the appropriate testing methodology
• Accelerate customer adoption of Fastly technology and ensure customer satisfaction
• Use tools such as Salesforce to maintain account, opportunity,, accurately forecast bookings and revenue, track sales activity, and build target lists
• Provide insight into the market based on first line experience and the voice of the customer

What We're Looking For

Basic Qualifications:

• Ideally 8+ years of technology-related sales experience; security and cloud services strongly preferred
• A technical sales background and a strong marketing and business development acumen
• Extensive network within tech community, with emphasis on security, including prospective customers, partners, web security technology experts
• Clear experience of developing and closing new business sales across the SE Asia region
• Ability to drive engagement at the CISO and CTO level, using ROI models and case studies to justify need
• Passion for working in a multifaceted, collaborative, and purpose driven environment
• Passion for developing and building business from early stage growth to maturity.
• Experience developing and running a sales pipeline, plus driving partnerships to closure
• Ability to travel to for customer meetings, trade shows, and events as needed
• Strong communication and presentation skills
• Must be Singapore based with a valid employment visa

Preferred Qualifications:

• Experience working with Channel Partners on go-to-market activities to jointly drive Fastly business

Salary

• Starting salary may vary based on permissible, non-discriminatory factors such as experience, skills, qualifications, and location.
• This role is eligible to participate in Fastly’s global sales compensation plan and may participate in Fastly’s equity program.

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 designed to meet your needs. Our offerings may vary depending on the country where you work and are subject to change.