Country Manager / AVP, Sales ANZ

Country Manager / AVP Sales - ANZ

As the AVP Sales, ANZ, you will lead and oversee our go-to-market organisation across Australia and New Zealand. You will manage and lead the regional focused sales, account management, SDR, Marketing and Channel Partnerships; drive the go-to-market strategy and execution across the business in region, and ensure support for the broader team with the primary objective of growing Fastly’s business through customer acquisition and existing customer growth.

You’ll be responsible for growing the territory, 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’ll have worked in a Leadership position before, managing multiple high performing teams throughout your career. You should be a self-starter who is prepared to develop and execute a go-to-market plan and consistently lead the team to hit targets, goals and KPIs.

What You'll Do:

• Direct accountability for Fastly’s ANZ go-to-market functions and teams.

• Work across a matrix environment with the regional and global functional teams

• Adapt Fastly global GTM strategy to account for regional needs and local market conditions

• Accountable for developing and leading the sales teams, operations and resources to deliver profitable growth through new customer acquisition and expansion of existing customers

• Work closely with other key functions such as channel, marketing, and Sales Development to drive customer acquisition and growth.

• Build and support the development of customer relationships from executive level down

• Accountable for ensuring the region delivers on sales, revenue growth, meeting or exceeding quota goals and MBO’s across the respective team

• Ensure continued development and maintenance of a robust sales pipeline

• 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 team's goals

• 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

What We're Looking For:

• Strong senior leadership experience with a proven track record of strategic planning and execution across go-to-market functions, to drive growth through customer acquisition and existing customers, ideally 10+ years in the Japan market.

• Senior sales management experience with a record of achievement in developing successful sales teams and sales strategy to to meet and exceed sales targets ideally for…

• The capability to build pipeline, through both direct end customer and channel partner; effectively forecast and meet quarterly targets, coaching the team where and as needed.

• Marketing knowledge, demand generation & channel partnerships

• 12+ years of technology with strong experience in CDN, delivery, cloud security and related sales or business development experience

• Proven experience of leadership and growth in a high growth environment for a global company

• Deep knowledge of different sales methodologies, confident command of pricing, packaging and negotiating complex deals.

• Experience collaborating and working closely with Marketing, Product and Customer Success to ensure strategic alignment and results

• Independent, self-disciplined and possess strong verbal and written communications skills

• Ability to manage multiple objectives, tasks and initiatives across different disciplines and areas.

We’ll be super impressed if you have experience in any of these:

• 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

Work Hours:

• This position will require you to be available during core business hours.

Preferred Locations:

• Melbourne or Sydney, Australia

• This position will require travel as required by your role or requested by your manager, across the region

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.