Enterprise Account Manager

Enterprise Account Manager

What You’ll Do

• Partner with Sales to focus on overall relationship with a group of Fastly’s largest and most complex clients
• Develop and execute a comprehensive account strategy, attaining buy‑in and alignment from customers
• Have a deep understanding of account and strategy – able to map a complex organization, develop and execute against a strategy, and build strong customer connections with executive stakeholders across multiple business units and levels within a company
• Create long‑term vision, retention strategies, maximize Fastly value, tie all conversations to business impact, and incorporate account strategy goals
• Lead internal account team strategy, ensuring all team members are in‑sync on approach, current status, account renewals, and actions required
• Delight customers by demonstrating responsiveness and ensuring timely responses
• Proactively engage and influence internal and external partners, providing expertise and suggesting new ideas; utilize consultative discussions to uncover customer pain points and understand how Fastly can address them
• Identify, qualify and close opportunities for customer growth
• Establish joint success plans based on a deep understanding of goals, stakeholders, and business impact
• Develop and execute quarterly business reviews within the assigned client base
• Collaborate with the product, marketing, client services and sales teams to provide the voice of the customer internally, becoming known as the go‑to expert on the customer
• Consistently share knowledge of industry, company, trends, and solutions
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• Support emergency ticket response coordination when required (paged in event of customer emergency)

• Bachelor’s degree or equivalent in a related field of study
• At least 5 years of enterprise customer management experience in a technology firm
• Strong project management skills, high detail orientation and exceptional organization; comfortable developing and implementing multi‑step plans and coordinating the appropriate parties
• Thrives in a multi‑tasking environment; adjusts priorities; completes customer‑facing and internal projects on time with high quality
• Excellent writing and communication skills; provides clear communication to develop customer relationships; tailors messaging 历史 the recipient; ensures communication is tracked for cross‑functional visibility
• Strong customer service; professional and friendly demeanor; built‑to‑serve mentality; respects customer’s time; uses meetings to provide value; comfortable with hard conversations and renewal negotiations

• Strong negotiation and problem‑solving skills to address client challenges and identify mutually beneficial solutions
• Collaborative partner who brings ideas to the team for learning; internal partners enjoy working with one another; advocacy carries weight
• Technical background highly valued: can discuss technical benefits and understand how a solution fits into the tech ecosystem; deep dives into customers’ business and industry; willingness to learn new products or features

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

This position is a remote role and open to candidates residing in the U.S. Theกาt may require travel as required by your manager or role.

The estimated range for On‑Target Earnings for this role is $125,573 to $150,687. On‑Target Earnings consist of a combination of annual base pay and sales compensation variable target. The standard pay split for this role (i.e., base pay vs. variable target %) is 75%/25%. Starting salary may vary based on permissible, non‑discriminatory factors such as experience, skills, qualifications, and location. This role is eligible to participate in Fastly’s global sales compensation plan and may participate in Fastly’s equity program.

We care about you. Fastly works mercilessly to create a positive environment for our employees, and we think your life outside of work is significant too. We support our teams with a comprehensive benefits package that begins on the first day of employment,…