Digital Solutions Representative

Job Description

Fastly helps people stay better connected with the things they love. Fastly’s edge cloud platform enables customers to create great digital experiences quickly, securely, and reliably by processing, serving, and securing our customers’ applications as close to their end-users as possible — at the edge of the internet. The platform is designed to take advantage of the modern internet, to be programmable, and to support agile software development.

Fastly’s customers use our edge cloud platform to ensure concertgoers can buy tickets to the live events they love, travelers can book flights seamlessly and embark on their next great adventure, and sports fans can stream events in real time, across devices. They include many of the world’s most prominent companies, including Spotify, Alaska Airlines, Hulu, The New York Times, and Ticketmaster.

We're building a more trustworthy Internet. Come join us.

Digital Solutions Representative

As part of Fastly’s Sales team you will be in charge of closing opportunities in high-growth accounts within a clearly defined territory. You will respond to inbound demand that meets the aforementioned criteria and work those opportunities from initial qualification to close.

You will execute on the account plan to deliver maximum revenue while managing complete and complex sales-cycles, often presenting to stakeholders the value of our platform. Building and utilizing deal frameworks to help guide the customer and affect control over the sales cycle are paramount. You will structure and execute daily plans to maximize phone time, including preparing for calls by leveraging Sales Engineer resources, and debriefing the team on outcome and next steps. As a DSR, you will be able to speak to our terms of service in the context of light redline conversations or issues, make outbound calls to build funnel outside of your inbound inquiries, and forecast sales activity and revenue using SFDC -- all while creating satisfied customers and maintaining customer love. This role, once proficiency is reached, will ready you for the succeeding Sr. Digital Solutions Representative seat.

What You'll Do:

• Consistently exceed monthly, quarterly and annual sales quota by educating potential customers on Fastly features, products and services. Fully develop opportunities by performing data gathering on prospects and their use cases, and taking stock of current CDN use cases and any in-play ancillary technologies.
• Identify the technical team and the evaluating team, commercial stakeholders, timeline and extant use case. Manage all aspects of the sales cycle, leverage resources when appropriate and determine what Fastly services or features are appropriate based on data gathering.
• Develop rapport and relationships with the C-Suite, in addition to evaluators.
• Build Deal Frameworks for all deals set to close, including necessary stakeholders, deliverables and timelines. Coordinate evaluation and POC. Communicate compelling events to sales leadership as they arise.
• Identify prospects’ issues and clearly articulate them to management. Also provide potential solutions and alternatives to address those issues, utilizing the Fastly value prop against extant use cases.
• Develop and maintain daily plans to maximize phone time, including pre-call planning.
• Produce quotes and coordinate redline conversations in response to legal issues.
• Work with Sales Engineering, Marketing, and/or Product Teams when appropriate.

Traits ideal candidates possess:

• Proven track record of success and ability to thrive in a metrics-driven sales culture.
• Curiosity and a desire to understand a customer’s industry/business and meet their unarticulated and unmet needs.
• Demonstrates an insatiable appetite to learn and improve.
• Fearless attitude and a willingness to take intelligent risks.
• Sense of urgency.
• Problem-solver.
• Ability to get things done despite obstacles or challenges.
• Eagerness to work hard, exceed expectations and outperform quotas.

At a minimum what we’re looking for:

• Bachelor’s degree and at least 5+ years of related experience.
• Proven track record of exceeding measurable goals/quotas.
• Experience managing the sales cycle from business champion to the C-Suite level.
• Ability to perform effective online demos, explore use cases, create transformative vision and value prop, and sell business value to customers across various industries.
• Comfortable and compelling on the phone.
• Excellent written and verbal communication and the ability to build rapport and trust with clients. and team members in geographically disparate locales.
• Proficient and efficient over email and in social media.
• Strong computer skills, including SFDC, Microsoft Word, PowerPoint and Excel.
• Consistent and proven track record of success prospecting for new business.
• Demonstrated ability to manage territory and execute outbound prospecting strategies.
• Understands customer requirements and can identify business challenges that Fastly can solve.
• Not afraid to ask questions until a thorough understanding is achieved.
• Intellectually curious with a keen interest in customers and technology.
• Adaptable, professional, courteous, motivated with a strong work ethic.
• Ability to proactively resolve problems in a timely manner; develop alternative solutions.

Bonus points:

• Enterprise software and/or SaaS solutions expertise strongly preferred
• Experience selling into Enterprise customers
• Previous Sales Methodology training, CRM experience, and strong customer references preferred
• Bachelor's degree in Computer Science a plus

Why Fastly?

• We have a huge impact. Our customers' websites and apps reach a significant portion of the world's population, and we support a growing number of open-source projects and initiatives with free service and sponsorship. Employees are encouraged to share causes close to their hearts 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 offices and employees everywhere. An international remote culture is part of our DNA.
• 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 generous benefits including parental leave, options for free medical/dental/vision plans, and an open vacation program that enables our people to take the time they need to recharge (some benefits may vary by location).
• We value diversity . Growing and maintaining our inclusive and diverse team matters to us. Fastly is packed with interesting 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’re passionate about.

Fastly is committed to ensuring equal employment opportunity and to providing employees with a safe and welcoming work environment free of discrimination and harassment.

Employment decisions at Fastly are based on business needs, job requirements and individual qualifications, without regard to race, color, religion, gender, gender identity, gender expression, sexual orientation, national origin, family or parental status, disability*, age, veteran status, or any other status protected by the laws or regulations in the locations where we operate. Fastly encourages applicants from all backgrounds.

* Applicants with disabilities may be entitled to reasonable accommodation under the terms of the Americans with Disabilities Act and certain state or local laws. A reasonable accommodation is a change in the way things are normally done which will ensure an equal employment opportunity without imposing undue hardship on Fastly. Please inform us if you need assistance completing any forms or to otherwise participate in the application process.

Fastly collects and processes personal data submitted by job applicants in accordance with our Privacy Policy . Please see our privacy notice for job applicants .