Director, Sales Engineering - APAC

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 Vimeo, Pinterest, The New York Times, and GitHub.

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Director, Sales Engineering, Apac

As the Director of Sales Engineering in APAC, you will play a key role in supporting Fastly’s go-to-market strategy within the APAC markets (ANZ, South East Asia, Japan and Greater China). You will be responsible for leading a regional organization of Sales Engineers and Enterprise Architects, and defining strategies to increase revenue, operational efficiency and improve productivity within the sales organization. You will work closely with sales leaders in the region to ensure a consistent approach across the region. 

This role requires a strong focus on customer value, data-driven decision making, and a keen ability to collaborate with multiple stakeholders within the organization. Additional responsibilities include leading and developing the Sales Engineering personnel, career planning, compensation management, and ensuring technical and professional excellence throughout the sales cycle with Fastly’s clients and prospects in ANZ, Japan and South East Asia, from your base in Singapore. Alternative locations will not be considered. 

Responsibilities:

• Ensure technical excellence in customer engagements and platform evaluations. 
• Build and execute on a strategic and operational plan for the region’s Sales Engineering function.
• Work collaboratively with regional sales and client services leaders to measure and improve sales engineering performance.
• Use data to build and monitor the business coverage model, deal engagement, pipeline progress, efficiency and workload of Sales Engineers and Enterprise Architects. 
• Define the strategy and operational SE coverage model for the APAC, ensuring effective deal coverage and resource allocation.
• Lead the production and maintenance of technical sales collateral, tools and documentation (e.g., product presentations, architecture reviews, application discussions, prototype development) to enable effective selling.
• Actively coach technical sales strategy for deals between SEs and Sales teams.
• Develop and lead the POC (Proof of Concept) framework in partnership with Sales, Project Management, and Solutions Engineering.
• Manage workforce planning, budgeting, and forecasting for the APAC SE organization.
• Provide direction and strategy to SE managers within the region to ensure operational excellence.
• Work closely with peers in other regions, lead and initiate global initiatives. 
• Engage with Product leadership on a regular basis to represent the product development and roadmap requirements for the market. 
• Measure, monitor, and adjust resources and activities as needed to maintain strong customer engagement, adherence to sales process methodologies, and optimal resource utilization.

Requirements:

• 8+ years of experience leading pre-sales organizations with a detailed understanding of APAC markets
• Proven track record of leading and mentoring Sales Engineering Managers and  senior Technical Specialists and Architects.
• Background/ experience in the web application performance, application security, cloud and/ or edge computing space
• Strong executive presence with the ability to interact effectively with senior leaders within and outside of the organization.
• Strong interpersonal, project management, and time management skills.
• Proven leadership skills with the ability to recruit, mentor, coach, and develop employees.
• Ability to quickly digest information and respond accurately and concisely to complex questions.
• Excellent collaboration skills with cross-functional organizations.
• Superior written and verbal communication skills.
• Proven analytical and critical thinking skills.
• Willingness and ability to travel approximately 50% of the time.
• Applicants must have the right to live and work in Singapore

Work Hours

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

Work Location(S) & Travel Requirements:

This position is open to the following preferred locations:

Singapore (Only)

Fastly currently embraces a largely hybrid model for most roles which allows employees flexibility to split their time between the office and home. 

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

Benefits:

We care about you. Fastly works hard to create a positive environment for our employees, and we think your life outside of work is important too. We support our teams with great benefits that start on the first day of your employment with Fastly. Curious about our offerings? 

We offer a comprehensive benefits package designed to meet your needs. Our offerings may vary depending on the country where you work and are subject to change.

Why Fastly?

• 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 love distributed teams. Fastly’s home-base is in San Francisco, but we have multiple offices and employees sprinkled around the globe. As a new hire, you will be able to attend our IN-PERSON new hire orientation in our San Francisco office! It is an exciting week-long experience that we offer to new employees to build connections with colleagues across Fastly, participate in hands-on learning opportunities, and immerse yourself in our culture firsthand. 
• 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. If you think you might be a fit please apply! A fully completed application and resume or CV are required when applying.

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. 

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