Senior Account Executive - Brazil

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 include many of the world’s most prominent companies, including GitHub, Yelp, Paramount, and JetBlue. We're building a more trustworthy Internet. Come join us. Please Note: This role will be employed and onboarded by a third party partner of Fastly in compliance with local laws and on assignment with Fastly. Enterprise Account Manager — Brazil This role is based in-country with local Fastly resources supporting the Brazil market. Fastly has already disrupted CDN technology and has quickly expanded to become a recognized leader in the security and edge compute markets. Our sales team engages in a consultative selling approach, learns the individual needs of each customer, and delivers custom solutions. We focus on creating a positive customer experience in order to build long-standing relationships. The sales team's focus is driving revenue, adoption, and market penetration in targeted accounts in a vertical selling motion. The ideal candidate possesses a technical sales background that enables them to drive an engagement at the CXO, IT architect, and software developer levels. You should be a self-starter who is prepared to develop and execute against a territory coverage plan and consistently deliver on quarterly bookings and revenue targets. What You'll Do: • Accountable for driving Enterprise ($1B+ in Customer Revenue) new business and logos across multiple verticals (Commerce, Hightech, Fintech, and Financial Services) in Brazil, while meeting or exceeding quota goals, leading all aspects of the sales cycle including prospecting, sales campaigns/meetings, discovery, qualification, negotiation, path to closure, and account management. • Build and manage a partner/channel selling motion alongside direct engagement — identifying, enabling, and co-selling with local and regional channel, reseller, and systems integrator partners to extend territory coverage and accelerate deal velocity. • Prepare a territory plan and use all available tools to prospect effectively, achieving activity metrics provided by Sales Managers and sales operations. Adhere to territory assignment and pass off conversations that fall into other reps' areas of responsibility. • Work with the Sales Manager to map new accounts (incl. key stakeholders and business requirements), develop account plans, and penetrate new logos and additional business units in large complex organizations — both directly and through partner-sourced and partner-assisted opportunities. • Effectively and autonomously deliver the Fastly company story, vertical talk track value proposition-based presentations, and product demonstrations to identify a prospect's issues, recognize requirements, and effectively articulate potential solutions. • Develop a deal framework for all deals set to close, including necessary stakeholders, results, and timelines on both the customer and partner side. Be able to communicate this effectively to the customer and partner teams. Coordinate Eval/POC with the customer. Validate success criteria using the appropriate testing methodology. • Use SFDC to maintain updated account/contact information, accurately forecast bookings and revenue, track sales activity, and build target lists. Strong ability to close sales, run accurate pipeline and forecast within salesforce.com CRM & Clari. W