Strategic Sales Account Manager
About this job
Fastly is hiring a Strategic Sales Account Manager to nurture commercial and strategic relationships with a major telco partner in the region. Fastly provides an edge cloud platform that enables customers to build digital experiences securely, quickly, and reliably by processing applications close to end-users. The platform is designed for the modern internet to support agile software development, serving prominent global companies. In this role, you will manage enterprise customer relationships from C-level down, drive renewals, upsell, and cross-sell opportunities, and lead customer advocacy across Fastly. A normal day involves acting as the primary commercial contact for partner stakeholders, running business reviews, enabling partner sales teams to position solutions, translating business needs into adoption plans, and coordinating cross-functional Fastly teams like sales, engineering, and support to unblock deployments and secure revenue growth.
Responsibilities
- Own and grow a portfolio of strategic telco partner and subsidiary accounts to drive bookings and revenue expansion.
- Act as the primary commercial contact for partner stakeholders and monitor overall account health.
- Enable partner enterprise sales teams through workshops, roundtables, and speaking engagements.
- Develop account strategies and run Monthly and Quarterly Business Reviews.
- Coordinate cross-functional Fastly resources to unblock deployments and commercial progress.
- Identify and drive upsell, cross-sell, and net-new business opportunities.
- Manage complex commercial programs and travel across India for partner engagement.
Requirements
- 10+ years of enterprise account management, customer success, alliances management, or strategic sales experience with telcos in India.
- Direct experience launching or scaling CDN, edge, or related infrastructure services with telcos or large partners.
- Proven track record driving revenue via new-logo acquisition, renewals, upsell, and cross-sell.
- Strong stakeholder management and executive engagement experience.
- Technical fluency across web security, CDN, networking, or cloud infrastructure.
- Demonstrated ability to coordinate cross-functional teams and manage complex programs.
- Exceptional customer-facing, presentation, and project management skills.
- Self-starter with excellent verbal and written communication in English.
Good to have
- Local language skills.
Who should apply
This role suits experienced professionals with a strong background in enterprise account management or strategic sales within the Indian telco and carrier ecosystem. Candidates should have deep technical fluency in cloud infrastructure, CDN, or web security, along with a proven track record of driving revenue through partner ecosystems. It is ideal for independent self-starters who are comfortable working autonomously, managing complex cross-functional programs, and engaging with executive stakeholders. Freshers should not apply as 10+ years of specific industry experience is required.
Frequently asked questions
What is the primary location for the Strategic Sales Account Manager at Fastly?
The role is based in Mumbai, Maharashtra, India, with regular travel required across India.
What does Fastly do as a company?
Fastly operates an edge cloud platform that enables customers to create digital experiences quickly, securely, and reliably by processing applications close to end-users.
What are the main responsibilities of the Strategic Sales Account Manager?
Responsibilities include managing strategic telco partner accounts, enabling partner sales teams, driving revenue and renewals, running business reviews, and coordinating cross-functional resources.
Are freshers eligible to apply for this Fastly position?
No, freshers are not eligible as the role requires 10+ years of relevant enterprise account management or strategic sales experience.
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