Regional Vice President of Sales, Fastly

• 12+ years of technology with strong experience in CDN, delivery, cloud security and related sales or business development experience with C-level executives
• Proven experience of working for an international US based company
• Proven track record of delivering new business acquisition as an individual contributor and sales leader
• 5+ years experience in sales leadership of regional sales teams
• Direct field experience and extensive customer network within Enterprise level companies in DACH
• Experience working with local German partners, ensuring the success of the partnership and that of the end-customers
• Strong and demonstrable experience in managing and developing end to end sales to deliver on results
• Deep knowledge of different sales methodologies, confident command of pricing, packaging and negotiating complex deals to break into new customer market segments
• Experience collaborating and working closely with Marketing, Product and Customer Success to ensure strategic alignment and results
• Strong ability to manage sales activities, pipeline and use sales enablement tools such as Salesforce
• Independent, self-disciplined and possess strong verbal and written communications skills
• Ability to thrive in a high growth environment
• Ability to manage multiple objectives, tasks and initiatives across different disciplines and areas

Desirable

• As the Regional VP Sales DACH, you will oversee our Sales Organization in Germany
• You will manage and lead the regional focused sales team, plus ensure support for the broader go-to-market team with the primary objective of growing Fastly’s business across the region
• You’ll be responsible for growing the territory, acquiring new customers, growing revenue and accelerating market penetration
• As a regional leader for Fastly, you will also be responsible for building and cultivating a cohesive team across local functions and ensuring Fastly’s values are instilled in the business as it grows
• As an external figurehead, you should be a dynamic communicator and possess a technical sales background that enables you to build trust at multiple levels, from CXO to software developer
• You should be a self-starter who is prepared to develop and execute a GTM plan and consistently lead your team to hit sales targets
• Develop and execute a comprehensive go-to-market business plan to drive customer acquisition, customer retention and expansion strategies that align with our overall business objectives
• Direct accountability for Fastly’s Germany sales function
• Ensure leadership cross-functionally with Channel Partnerships, Sales Engineering, Marketing & Inside sales to ensure unified GTM plan and delivery on growth
• Monitor and analyse key performance indicators (KPIs) to measure the success of the regional business and make data-driven decisions to optimise performance
• Represent the company at industry events, conferences, and media engagements to enhance brand visibility and thought leadership
• Ensure continued development and maintenance of a robust sales pipeline
• Ensure positive working environment through provision of local leadership, communication and team building; acting as an ambassador and steward for Fastly through fostering an environment that supports Fastly’s culture and corporate values
• Provide input to (regional, international or global) line managers for performance reviews on local observations
• Acts as local escalation point for employee matters, liaising with respective line managers as appropriate
• Supports (regional, international or global) line managers in recruitment
• Maintains oversight over operational end-to-end business, escalating concerns, bottlenecks and operational risk exposures to appropriate line managers
• Create a culture of continuous improvement through regular analysis of the team's performance and recognition of individual contributions to the teams goals
• Manage and/or coach all aspects of the sales cycle including: prospecting, forecasting, sales meetings, negotiations, account management and pipeline creation