The Senior Channel Sales Manager will be responsible for growing and managing our partner ecosystem across Australia, New Zealand and ASEAN regions and will be instrumental in accelerating revenue contribution in the region through existing and new partnerships. The Senior Channel Sales Manager will define and execute the regional partner ecosystem strategy including partner marketing, partner recruitment, partner sales opportunities, prioritization and enablement with the support & alignment of your Fastly colleagues to drive impactful growth with our Partners.
What You’ll Do:
- Identify, recruit and on-board new strategic channel partners within ANZ and ASEAN
- Coordinate with partners to create and execute business plans to meet sales goals and build mutual success
- Promote joint sales and marketing activities with partners to generate deal registrations through partners
- Actively monitor and report on partner pipeline and key metrics by territory and partner
- Drive regular communication and evangelism promoting the success of the partnership internally and externally
- Promote joint sales activities including co-sponsored events and account mapping with local sales
- Establish close working relationships with Fastly Account Executives to support co-selling with partners
What We’re Looking For:
- Demonstrable track record of successful Channel/Partner Management experience in content delivery network services, security services, cloud-based services, SaaS, PaaS, content management, web analytics, website performance, cloud storage, mobile content delivery or managed web hosting
- Experience working with Resellers/VARs, MSP/MSSPs, ISV or other types of partners
- Ability to rapidly profile, engage and recruit new channel partners across the assigned region
- Have a desire to work hard, exceed expectations, with a proven record of exceeding performance objectives
- Excellent communication & presentation skills
- International experience i.e. working across multiple countries
- Can get things done despite obstacles or challenges
- Demonstrate an insatiable desire to learn and improve
- Prior experience acquiring partners and resellers across both ANZ & ASEAN
We’ll be super impressed if you have experience in any of these:
- Additional regional languages
- Superior relationship-building skills across internal and partner stakeholders
- An ability to proactively resolve problems in a timely manner & develop alternative solutions
- In-depth knowledge of comparable security and/or edge platform technologies
- Leading regular business reviews (QBRs) with local management and partners
Work Location & Travel Requirements:
This position is open to the following location: Sydney or Melbourne
This role is remote, based in Australia out of Sydney OR Melbourne, however may become hybrid in the future as we continue to open new offices.
This position will require travel locally and internationally, as required by your role or requested by your manager.
Working Hours:
This position will require you to be available during Fastly core business hours.
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.
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. As a new hire, you will be able to attend our IN-PERSON new hire orientation in our San Francisco office! It is an exciting week-long experience that we offer to new employees to build connections with colleagues across Fastly, participate in hands-on learning opportunities, and immerse yourself in our culture firsthand.
- 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! A fully completed application and resume or CV are required when applying.
Fastly is committed to ensuring equal employment opportunity and to providing employees with a safe and welcoming work environment free of discrimination and harassment. Our employment decisions are based on business needs, job requirements and individual qualifications. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, family or parental status, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances
Source ⇲
