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About the Role

Fastly's edge cloud platform enables customers to create great digital experiences quickly, securely, and reliably by processing, serving, and securing applications as close to end-users as possible. This role focuses on driving revenue, adoption, and market penetration in targeted accounts within the Brazil market.

Responsibilities

Accountable for driving Enterprise new business and logos across multiple verticals in Brazil, while meeting or exceeding quota goals.
Lead 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.
Identify, enable, and co-sell with local and regional channel, reseller, and systems integrator partners.
Prepare a territory plan and use all available tools to prospect effectively, achieving activity metrics.
Adhere to territory assignment and pass off conversations that fall into other reps' areas of responsibility.
Map new accounts, develop account plans, and penetrate new logos and additional business units in large complex organizations.
Effectively and autonomously deliver the Fastly company story, value proposition-based presentations, and product demonstrations.
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.
Communicate deal frameworks effectively to 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.
Run accurate pipeline and forecast within salesforce.com CRM & Clari.

Requirements

A self-starter with technology-related (B2B, SaaS preferred) sales experience.
Able to demonstrate development, growth, and expansion of territory.
Experience selling to companies with $1B+ in customer revenue in Brazil.
Proven experience selling through channel partners, resellers, or systems integrators in Brazil.
Experience includes partner recruitment, enablement, and joint go-to-market execution alongside direct selling.
A technical sales background and strong marketing and business development acumen.
Ability to engage at the CTO, CISO, and VP of Digital Experience levels.
Use ROI models and case studies to justify the need.
Direct field experience and an extensive customer network within Enterprise, Fortune 1000, and large multi-divisional/multinational companies operating in Brazil.
Experience with security technologies, content delivery network services, web analytics, website performance, cloud storage, mobile content delivery, or managed web hosting is highly utilized and desired.
Ability to travel to customer and partner meetings, trade shows, and events as needed.
Experience running a sales pipeline and driving partner-sourced opportunities to closure.
BA/BS degree required, major in an Engineering or Business discipline.
Finance, Economics, Marketing a plus.
Fluent Portuguese required.
Business-level English also required for internal collaboration.
Strong communication and presentation skills.
Passion for working in a multifaceted, collaborative, and purpose-driven environment.
Domestic and regional travel up to 50% will be required.

Skills

Technical sales
Consultative selling
Channel sales
Partner management
Salesforce.com CRM
Clari
Territory planning
Prospecting
Negotiation
Account management
Presentation skills
Communication skills
Security technologies
Content delivery network services
Web analytics
Website performance
Cloud storage
Mobile content delivery
Managed web hosting

Location

Brazil

Work Type

Remote
Full-time

Experience Level

Enterprise
Fortune 1000
Large multi-divisional/multinational companies

Education Level

BA/BS degree required
Major in an Engineering or Business discipline
Finance, Economics, Marketing a plus

About the Company

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.
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.
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 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.

Equal Opportunity

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.
Consistent with the Americans with Disabilities Act (ADA) and federal or state disability laws, Fastly will provide reasonable accommodations for applicants and employees with disabilities.
If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact your Recruiter, or the Fastly Employee Relations team at candidateaccommodations@fastly.com or 501-287-4901.