--- title: 'Strategic Sales Account Manager at Fastly' canonical: 'https://feeny.ai/job/strategic-sales-account-manager-fastly-pune-eywhmbjmztaj' type: 'job' last_seen: '2026-10-18' --- # Strategic Sales Account Manager at Fastly - **Company:** Fastly - **Location:** Pune, India - **Posted:** 2026-09-08 - **Last confirmed live:** 2026-10-18 - **Apply:** https://www.fastly.com/about/jobs/apply?gh_jid=8184616 ## Job description 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. Strategic Sales Account Manager - Mumbai based Summary: Fastly is looking for a Senior Strategic Sales Account Manager based in Mumbai, India to join the team, nurture strong commercial and strategic business relationships with a major telco partner in the region. This role blends enterprise account management, partner enablement and product commercialization for CDN/edge infrastructure delivered via a carrier/partner model. The ideal candidate has experience working with telcos or large platform partners to launch and scale CDN or edge services and can enable sales teams and product partners to drive net‑new logos, renewals, upsell and cross‑sell. The SStrategic Sales Account Manager will be managing a portfolio of Enterprise customer relationships from C-Level down, you’ll have a proven track record in building high value and impact relationships, and have experience running upsell and cross sell opportunities. You’ll develop account health and lead customer advocacy across Fastly’s Enterprise , partnering with our Sales, Customer Support, Product and Technical teams. You will bring a growth mindset to the role and drive deeper, wider relationships to secure and grow revenue and drive product adoption. You will need to be highly organized, experienced at delivering business reviews and an expert in building and executing on successful account strategies. Success in this role directly ties to the value we provide our customers. This is a great opportunity for someone with the skills, energy and confidence to work autonomously in the region - and ultimately to define great account management and customer success practices in the region. Role Context (JioCDN): JioCDN is Jio Platforms’ carrier‑grade content delivery service that provides low‑latency, high‑scale content and application delivery across India for both Jio’s internal businesses and external enterprise customers. Fastly is the strategic infrastructure partner powering JioCDN’s edge delivery capabilities while Jio Platforms commercializes and operates the service. The Senior Customer Success Manager will serve as the primary commercial interface between Fastly and Jio Platforms’ group companies and their customers — enabling joint go‑to‑market execution, driving adoption of the JioCDN offering, and coordinating cross‑functional efforts to win new logos and expand existing accounts. What You'll Do: - Own and grow a portfolio of strategic telco partner and subsidiary accounts; drive new bookings, revenue, renewals and contract expansion. - Act as the primary commercial contact for partner stakeholders and their internal customer organizations; monitor account health and secure executive sponsorship. - Enable partner enterprise sales teams and channel stakeholders to position, sell and adopt JioCDN‑powered solutions; lead enablement activities, workshops, roundtables and speaking engagements. - Develop account strategies and executive engagement plans; run Monthly and Quarterly Business Reviews to measure adoption, highlight new initiatives, and surface growth opportunities. - Translate customer and partner business needs into adoption plans; coordinate cross‑functional Fastly resources (sales, solutions engineering, professional services, product, engineering, support, finance) to unblock deployments and commercial progress. - Identify, qualify and drive upsell, cross‑sell and net‑new business opportunities in collaboration with Fastly Sales and Solutions teams; cross‑sell Fastly solutions to increase usage. - Advocate telco partner and customer feedback into Fastly product and go‑to‑market planning; collaborate with product, marketing and sales to improve ongoing customer support. - Manage complex, multi‑threaded commercial programs and timelines across organizations; engage customers both remotely and in person and bring in subject matter experts as needed. - Travel across India as required for partner and customer engagement. What We're Looking For: - 10+ years enterprise account management / customer success, partner/alliances management, or strategic sales experience with carrier, telco, or platform partners in India. - Direct experience launching, commercializing, or scaling CDN, edge, or related infrastructure services (CDN/PAAS/web delivery/cloud/networking/security) with telcos or large partners. - Proven track record driving revenue via new‑logo acquisition, renewals, upsell and cross‑sell motions. - Strong stakeholder management and executive engagement; comfortable presenting to technical and business audiences and running customer meetings/demos. - Technical fluency across web/app security, CDN, networking, cloud infrastructure or related technologies, with the ability to translate technical capabilities into business value. - Demonstrated ability to coordinate cross‑functional teams and manage complex, multi‑threaded programs to successful outcomes. - Exceptional customer‑facing, presentation and project management skills; high attention to detail and ability to prioritize in a fast‑moving, multitasking environment. - Self‑starter, independent, disciplined, highly organized, with excellent verbal and written communication in English (local language skills a plus). Work Hours: - Core business hours: 9:00 AM – 6:00 PM IST. Work Location(s) & Travel Requirements: This position is a remote role and open to candidates residing in the following locations: - Mumbai, Maharashtra, India (*required*) - Regular travel across India as required by your role and 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](https://www.fastly.com/customers) have a tremendous user base, but we also support a growing number of[open source projects and initiatives](https://www.fastly.com/open-source/). 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. If you think you might be a fit please apply! A fully completed application and resume or CV are required when applying. All job applications must be submitted through our official careers site at [www.fastly.com/about/careers](http://www.fastly.com/careers). We will never request sensitive information, such as your Social Security number, bank account or credit card information during the application process. All official communication will come from an @[fastly.com](http://fastly.com) or @[recruiting.fastly.com](http://recruiting.fastly.com) email address. 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. Fastly collects and processes personal data submitted by job applicants in accordance with our[Privacy Policy](https://www.fastly.com/privacy). Please see our[privacy notice for job applicants](https://www.fastly.com/privacy-job-applicants). ## About Fastly ## Company Overview - **One-liner**: Fastly provides a programmable edge cloud platform that enables developers to build, secure, and deliver fast, reliable, and scalable digital experiences. - **Entity Type**: Public (NYSE: FSLY) - **Headquarters**: San Francisco, California, United States - **Founded**: 2011 - **Founders**: Artur Bergman, Simon Wistow ## Core Business - **Primary industry/industries**: Edge Cloud Computing, Content Delivery Network (CDN), Web Application and API Protection (WAAP), Security as a Service, Serverless Computing - **Target customers**: B2B — primarily enterprises and digital-native companies in streaming media, digital publishing, online retail, financial services, SaaS, and online education - **Mission or purpose statement**: Empowering engineers and builders to develop, deliver, and secure modern distributed applications, giving people around the world amazing digital experiences. ## Products & Services - **Edge Cloud Platform**: A fully programmable platform that combines CDN, compute, security, and observability at the network edge. Allows developers to run code closer to users with low latency. - **Compute@Edge**: A serverless compute environment that lets developers run custom logic at the edge without managing servers. - **Next-Gen WAF (Web Application Firewall)**: A highly effective, cloud-native WAF that blocks threats. Fastly has been named a Gartner Peer Insights Customers’ Choice for WAAP seven years in a row (4.8/5 star rating). - **DDoS Protection**: Mitigates distributed denial-of-service attacks at the network edge. - **Bot Mitigation**: Detects and manages bot traffic to protect applications and APIs. - **Image Optimization**: Automatically optimizes images for faster delivery and better user experience. - **Load Balancing**: Distributes traffic across servers for improved reliability and performance. - **Observability**: Real-time analytics and logging for deep visibility into traffic, performance, and security events. - **Network Services**: Includes TLS/SSL management, video streaming optimization, and more. ## Market Standing - **Valuation/Market Cap**: $2.0B (as of recent data) - **Key Metric**: Annual Revenue of $624.0M (2025) - **Notable Investors/Partners**: Fastly is a public company; key leadership includes Kip Compton (CEO), Artur Bergman (CTO), and David Hornik (Chairman). The company is trusted by leading digital innovators globally. - **Growth Signals**: - Employs 942 people (+6.0% YoY, +79 people) - Active job postings: 122 (+29.8% year-over-year) - Operates in 21 countries - Serves over 5 trillion daily requests - Edge network capacity of 578 Tbps - 90% of customers run Next-Gen WAF in blocking mode - 20% average conversion rate improvements for customers - Operates fewer but more powerful POPs (points of presence) globally, with <150 ms latency to 97% of the world's population ## Competitive Advantages - **Fully Programmable Edge**: Unlike legacy CDNs, Fastly’s network is entirely software-defined, allowing instant configuration changes and custom logic at the edge. - **Speed**: On average, 5x faster time to first byte (TTFB) than other CDNs. - **Instant Purge™**: Clears cached content globally in under 150ms, providing real-time control. - **Security Leadership**: Only vendor to be named a Gartner Peer Insights Customers’ Choice for WAAP seven years in a row. - **Predictable Pricing**: No surprise overages, enabling predictable cost management for customers. - **Network Learning Exchange (NLX)**: A proprietary security intelligence system that shares threat data across the network, improving protection for all customers. ## Strategic Focus - **Growth Priorities**: Expanding its edge cloud platform capabilities, deepening security offerings (especially WAAP and DDoS), and growing its enterprise customer base across industries like financial services, ecommerce, and streaming media. - **Product Direction**: Continued investment in Compute@Edge for serverless applications, observability tools, and AI-powered security insights (as seen in the Fastly Network Effect Threat Report). - **Market Expansion**: Operating in 21 countries with a focus on global reach and localized support. ## Why Work Here - **Culture & Values**: Fastly emphasizes "good people," transparency, integrity, curiosity, customer focus, passion, and competitiveness. The culture is described as "ridiculously innovative tech" paired with "seriously big-hearted people." - **Remote/Hybrid Policy**: Offers a hybrid and remote-friendly environment with office locations in San Francisco, New York, London, Tokyo, Singapore, Munich, and many other cities across the US, Europe, and Asia. Many roles are remote within specific countries. - **Perks & Benefits**: - Comprehensive health plans (medical, dental, vision) with mental health resources - 401(k)/retirement plans and Employee Stock Purchase Plan (ESPP) - Generous parental leave and family support - Annual learning and development reimbursements - Employee Resource Groups (ERGs): HOLA, Blackly, WAGE (Women and Gender Equality), FACT (Fastly Asians Coming Together), and Starly (LGBTQIA+) - Regular learning opportunities, workshops, and cultural events - **Engineering Culture**: Fastly is a developer-first company. The engineering team works on cutting-edge edge computing, security, and networking challenges. The tech stack includes Rust, VCL, and other high-performance languages. Engineers have direct impact on a platform serving 5 trillion requests daily. - **Growth Opportunities**: Fastly invests in employee development through learning reimbursements, mentorship from senior staff, and opportunities to attend industry events. ## Sources 1. [fastly.com](https://www.fastly.com/) 2. [fastly.com/about/careers](https://www.fastly.com/about/careers) 3. [fastly.com/about/careers/current-openings](https://www.fastly.com/about/careers/current-openings) 4. 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