Senior Sales Engineer - Channel & Partnerships, EMEA

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, travellers 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.

Senior Sales Engineer - Channel & Partnerships

Our Sales Engineering (SE) team works closely with the Direct Sales, Account Management and Partnerships team to support potential sales opportunities and develop Proof of Concept models to demonstrate our technology. Our SE’s work in true partnership across the Client Services and Sales organization to improve the potential use case for clients and act as technical SMEs during client meetings. We are looking for standout sales engineers that can use their ability to communicate and translate complex client challenges into simple solutions provided by Fastly.

If this sounds like you or like this may be your next step in your career, the Sales Engineering team is looking for you to join us as our next Senior Sales Engineer for the Channel & Partnerships team.

Key Responsibilities will include:

• Partnering with Channel & Partnerships Team to articulate the overall Fastly value proposition, vision and strategy to prospective partners.
• Build and manage the technical relationships with partners.
• Own the technical engagement with partners during the POC phase. Communicate Fastly value based on activities and work with partners on any identified issues or concerns to a successful conclusion.
• Technically close complex partner deals through advanced knowledge of the industry, technical skill, and credibility.
• Oversee onboarding of new partners to Fastly platform.
• Actively engage and communicate with Fastly Product and Engineering teams regarding product feedback and competitive landscape.
• Help triage technical support requests from partners.
• Act as a true partner to the Sales team by contributing to the development of solutions for client companies.

What You'll Do

• Understand partner needs and assist in developing a technical sales strategy.
• Perform product demonstrations live in the field or via video conference.
• Provide pre-sales support to partners in the establishment of configurations and services.
• Help develop content to enable partners to quickly realise the value of the Fastly platform.
• Collect, track, and translate partner feedback and steer to the Fastly product team.
• Plan and participate in quarterly business reviews.
• Participate in internal product, sales and role-specific training so as to remain effective in your role.
• Be able to contribute content for general customer education.
• Attend and meet prospects in partner-focused conferences.
• Assist in responding effectively to RFPs.

What We're Looking For

• 5+ years of experience in a similar role.
• Knowledge in cloud and web related technologies is required.
• Experience working directly with partners is important.
• Experience performing demos in front of both technical and business-focused prospects.
• Comfort with networking systems/protocols and Linux systems are important.
• Ability to code a programming language is a plus.
• Self-starter with ability to deliver on commitments in a timely manner and work independently.
• Outstanding verbal and written communication skills are important.
• Comfortable keeping up with technology trends in cloud services.
• Open, curious and receptive to new ideas and ways of doing things.
• Ability to travel domestically and internationally.
• Bachelor's degree in Engineering, Computer Science, MIS or a comparable field is preferred.

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!

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.

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