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Avp Sales - Anz

Fastly - Sydney, NSW

Source: uWorkin


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.

AVP Sales - ANZ

As the AVP Sales - ANZ, you will oversee our Sales Organisation in Australia and New Zealand. You will manage and lead the regional focus sales team, plus ensure support the broader team of Sales Development Representatives and Sales Engineers with the primary objective of growing Fastlys business across the region. You’ll be responsible for building territories, acquiring new customers, growing revenue and accelerating market penetration. As a regional leader for Fastly, you will also be responsible for building and cultivating a cohesive team across local functions and ensuring Fastly’s values are instilled in the business as it grows.

As an external figurehead, you should be a dynamic communicator and possess a technical sales background that enables you to build trust at multiple levels, from CXO to software developer. You should be a self-starter who is prepared to develop and execute a GTM plan and consistently lead your team to hit sales targets.

What You'll Do

  • Direct accountability for Fastly’s ANZ sales function and teams, ensuring integrated GTM planning and decision making
  • Create a cohesive work environment that encourages cooperation between local team members across functions.
  • Build and support the development of new customer relationships at C level
  • Accountable for ensuring the ANZ region deliver on sales, revenue growth, meeting or exceeding quota goals and MBO’s across the International teams
  • Development, management and execution of regional plan to ensure Fastly meets its objectives of continued growth in ANZ.
  • Ensure the ANZ sales account executives have targeted business plans, that are executed against and measured on an on-going basis.
  • Ensure continued development and maintenance of a robust sales pipeline
  • Recruit and develop a high performing team
  • Work closely with the key stakeholders across the Fastly business including Client Services, Marketing, Product, Product Marketing to ensure the regional efforts are aligned and executed.
  • Create a culture of continuous improvement through regular analysis of the team's performance and recognition of individual contributions to the teams goals
  • Ensure the ANZ sales teams are enabled and supported to achieve the goals and growth of the business.
  • Manage and/or coach all aspects of the sales cycle including: prospecting, forecasting, sales meetings, negotiations, account management and pipeline creation
  • Be a key advocate and local representative for Fastly’s strategy, goals and values, internally and externally.
  • Effectively and independently deliver the Fastly company story, value proposition, and product demonstrations.
  • Prepare and manage proposals, quotes, and contracts where needed
  • Adapt Fastly global GTM strategy to account for regional needs and nuance
  • Develop long-term strategic relationships positioning with key regional accounts and partners

What We're Looking For
  • 12+ years of technology with strong experience in CDN, delivery, cloud security and related sales or business development experience with C-level executives
  • Proven track record of delivering new business acquisition as an individual contributor and sales leader.
  • Experience in sales leadership of regional, international sales teams,
  • Proven track record of delivering new business acquisition as an individual contributor and sales leader.
  • Direct field experience and extensive customer network within Enterprise level companies
  • Strong and demonstrable experience in managing and developing end to end sales to deliver on results
  • Deep knowledge of different sales methodologies, confident command of pricing, packaging and negotiating complex deals to break into new customer market segments.
  • Experience collaborating and working closely with Marketing, Product and Customer Success to ensure strategic alignment and results
  • Strong ability to manage sales activities, pipeline and use sales enablement tools such as salesforce..
  • Independent, self-disciplined and possess strong verbal and written communications skills
  • Ability to thrive in a high growth environment
  • Ability to manage multiple objectives, tasks and initiatives across different disciplines and areas.

It Would Be An Added Bonus If You Have Experience In ANY Of These

We value a variety of voices, so this is not a laundry list.
  • Experience with content delivery network services, cloud security services, video streaming technologies, ad insertion and digital marketing, interactive services, digital rights management (DRM), content management, web analytics, website performance, cloud storage, mobile content delivery or managed web hosting is highly desired

Why Fastly?
  • We have a huge impact. Fastly is a small company with a big reach. Not only do our customers have a tremendous user base, but we also support a growing number of open source projects and initiatives. Outside of code, employees are encouraged to share causes close to their heart with others so we can help lend a supportive hand.
  • We love distributed teams. Fastly’s home-base is in San Francisco, but we have multiple offices and employees sprinkled around the globe. In fact, 50% of our employees work outside of SF! An international remote culture is in our DNA.
  • 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 like up to 20 weeks of paid parental leave, options for free medical/dental/vision plans, and an open vacation program that enables our folks to take the time they need to recharge (some benefits may vary by location).
  • We value diversity. Growing and maintaining our inclusive and diverse team matters to us. We are committed to being a company where our employees feel comfortable bringing their authentic selves to work and have the ability to be successful -- every day.
  • We are passionate. Fastly is chock full of passionate people and we’re not ‘one size fits all’. Fastly employs authors, pilots, skiers, parents (of humans and animals), makeup geeks, coffee connoisseurs, and more. We love employees for who they are and what they are passionate about.

We’re always looking for humble, sharp, and creative folks to join the Fastly team. If you think you might be a fit, please apply!

Fastly is committed to ensuring equal employment opportunity and to providing employees with a safe and welcoming work environment free of discrimination and harassment.

Employment decisions at Fastly are based on business needs, job requirements and individual qualifications, without regard to race, color, religion, gender, gender identity, gender expression, sexual orientation, national origin, family or parental status, disability*, age, veteran status, or any other status protected by the laws or regulations in the locations where we operate. Fastly encourages applicants from all backgrounds.

  • Applicants with disabilities may be entitled to reasonable accommodation under the terms of the Americans with Disabilities Act and certain state or local laws. A reasonable accommodation is a change in the way things are normally done which will ensure an equal employment opportunity without imposing undue hardship on Fastly. Please inform us if you need assistance completing any forms or to otherwise participate in the application process.

    Fastly collects and processes personal data submitted by job applicants in accordance with our Privacy Policy. Please see our privacy notice for job applicants.
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