Senior Customer Success Manager

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Fastly

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2011

🔒 Cybersecurity

☁️ SaaS

📡 Telecommunications

💰 $40M Series F on 2018-07

Cybersecurity • SaaS • Telecommunications

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 their 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 new initiatives, and surface growth opportunities. • Translate customer and partner business needs into adoption plans; coordinate cross‑functional Fastly resources (sales, solutions engineering, professional services, product, engineering, support, finance) to unblock deployments and commercial progress. • Identify, qualify and drive upsell, cross‑sell and net‑new business opportunities in collaboration with Fastly Sales and Solutions teams; cross‑sell Fastly solutions to increase usage. • Advocate telco partner and customer feedback into Fastly product and go‑to‑market planning; collaborate with product, marketing and sales to improve ongoing customer support. • Manage complex, multi‑threaded commercial programs and timelines across organizations; engage customers both remotely and in person and bring in subject matter experts as needed. • 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, with the ability to translate technical capabilities into business value. • Demonstrated ability to coordinate cross‑functional teams and manage complex, multi‑threaded programs to successful outcomes. • 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, with excellent verbal and written communication in English (local language skills a plus).

🏖️ 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.