Description:
Fastly has already disrupted CDN technology and has quickly expanded to become a recognized leader in the security and edge compute markets. Help us build Fastly in Australia, and chart a path for customer acquisition and growth throughout Australia and New Zealand.
The ideal candidate possesses a technical sales background and is comfortable engaging at the CXO and senior-level technical decision makers across a business. They should be prepared to develop, be accountable for and execute against a clear plan to consistently deliver on quarterly bookings and revenue targets.
Utilising a consultative selling approach with the support of a Sales Engineering team, Fastly salespeople focus on understanding the unique needs of their customers and then deliver solutions to address those needs.
Join us in providing positive customer experiences for some of the most innovative companies in Australia and New Zealand to help them deliver safe, fast and scalable experiences.
What You'll Do
- You will effectively communicate the Fastly company story, value proposition, and perform product demonstrations in cooperation with a Fastly Sales Engineer, to both individuals and group audiences
- 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
- Prepare a territory plan and use all available tools to prospect effectively, achieving activity metrics provided by Sales Managers and sales operations. Adhere to territory assignment and pass off conversations that fall into other reps' areas of responsibility
- 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 business goals, recognize 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 Eval/POC with the customer. Validate success criteria using the appropriate testing methodology
- Accelerate customer adoption of Fastly technology and ensure customer satisfaction
- Use SFDC to maintain updated account/contact information, accurately forecast bookings and revenue, track sales activity, and build target lists
Basic Qualifications:
- A self-starter with 3+ years of technology (B2B, SaaS preferred) related sales or business development 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
- Consistent track record of prospecting, managing and closing sales in Australia
- Strong ability to close sales, run accurate pipeline and forecast
- Independent, self-disciplined and possess strong verbal and written communications skills
- Ability to thrive in a start-up environment