Senior Customer Success Manager

🕒 September 8

🇮🇳 India – Remote

⏰ Full Time

🟠 Senior

🏆 Customer Success

👻 Ghost score 26%

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Fastly

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2011

💼 Consulting

📦 Logistics

📣 Marketing

💰 $40M Series F on 2018-07

Consulting • Logistics • Marketing

Fastly is a cutting-edge technology company specializing in enhancing web and application performance with smarter security features. Its platform offers solutions for faster content delivery, DDoS protection, and intelligent caching for AI workloads, thus catering to top Fortune 100 brands. Fastly delivers improved user experiences through its powerful, software-defined edge cloud platform that emphasizes programmability and control. The company also provides comprehensive cybersecurity tools and is recognized as a leader in edge delivery services. Fastly supports industries such as ecommerce, streaming media, financial services, and digital publishing, offering faster, secure, and reliable services to meet diverse industry needs. Additionally, Fastly is noted for its developer-friendly environment, making it a suitable choice for businesses seeking innovation and flexibility in content delivery networks (CDNs).

📋 Description

• Own and grow a portfolio of strategic telco partner and subsidiary accounts; drive new bookings, revenue, renewals and contract expansion • Act as the primary commercial contact for partner stakeholders and internal customer organizations • Monitor account health and secure executive sponsorship • Enable partner enterprise sales teams and channel stakeholders to position, sell and adopt JioCDN-powered solutions • Lead enablement activities, workshops, roundtables and speaking engagements • Develop account strategies and executive engagement plans • Run Monthly and Quarterly Business Reviews to measure adoption, highlight initiatives and surface growth opportunities • Translate customer and partner business needs into adoption plans • Coordinate Fastly sales, solutions engineering, professional services, product, engineering, support and finance resources • Identify, qualify and drive upsell, cross-sell and net-new business opportunities • Advocate partner and customer feedback in product and go-to-market planning • Manage complex, multi-threaded commercial programs and timelines • Engage customers remotely and in person • Travel across India as required for partner and customer engagement

🎯 Requirements

• 10+ years enterprise account management / customer success, partner/alliances management, or strategic sales experience with carrier, telco, or platform partners in India • Direct experience launching, commercializing, or scaling CDN, edge, or related infrastructure services (CDN/PAAS/web delivery/cloud/networking/security) with telcos or large partners • Proven track record driving revenue via new-logo acquisition, renewals, upsell and cross-sell motions • Strong stakeholder management and executive engagement; comfortable presenting to technical and business audiences and running customer meetings/demos • Technical fluency across web/app security, CDN, networking, cloud infrastructure or related technologies • Ability to translate technical capabilities into business value • Ability to coordinate cross-functional teams and manage complex, multi-threaded programs • Exceptional customer-facing, presentation and project management skills • High attention to detail and ability to prioritize in a fast-moving, multitasking environment • Self-starter, independent, disciplined, highly organized • Excellent verbal and written communication in English; local language skills a plus • Must reside in Mumbai, Maharashtra, India • Core business hours: 9:00 AM – 6:00 PM IST

🏖️ Benefits

• Comprehensive benefits package designed to meet employees' needs • Benefits begin on the first day of employment • Inclusive and diverse work environment • Reasonable accommodations for applicants and employees with disabilities