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.

What We're Looking For:

• A self-starter with technology-related (B2B, SaaS preferred) related sales, 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 — including partner recruitment, enablement, and joint go-to-market execution — alongside direct selling.
• A technical sales background and a strong marketing and business development acumen that enable engagement at the CTO, CISO, and VP of Digital Experience levels, using 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, and 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.

We'll Be Super Impressed If You Have Experience In Any Of These:

• Managing a formal partner/channel program or quota attached to partner-influenced revenue.
• Selling security technologies, content delivery network services, or website performance specifically through channel partners.
• Large, complex organizations with many business units.
• Understanding how security plays in the marketplace.

Work Hours: 

• This position will require you to be available during core business hours. 

Work Location(s) & Travel Requirements: 

This position is a remote role and open to candidates residing in the following locations: 

• Brazil

This position may require travel as required by your role or requested by your manager.