Be Part of Something Bigger

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.

We're building a more trustworthy Internet. Come join us.

As the Senior Director, Americas Sales Engineering you will play a key role in selling Fastly’s products and services. You'll be responsible for leading a regional organization of Sales Engineers on the strategy and methods to increase operational efficiency and improve productivity of the selling organization. You will collaborate with regional sales leaders around the globe to ensure a consistent Go To Market strategy. You’ll need to have strong empathy for customers, ability for data-driven decision making, systems thinking and an ability to coordinate with many different decision-makers in an organization. Additional responsibilities include leadership and development for Sales Engineering personnel, career planning, and compensation; and ensuring the execution of technical and professional excellence, in the technical aspect of the sales cycle with our global clients and prospects.

• Manage a team of Sales Engineers in Americas across different regions and industry verticals
• Actively work with line SE managers to efficiently hire and onboard new SEs
• Work collaboratively with sales and client services leaders to deliver a smooth sales experience for the customer
• Engage directly with Sales Leadership to provide support for pre-sales activities across all Fastly solutions
• Manage a team of SE managers and provide them with direction
• Drive SE team enablement to support all required Fastly products and solutions along with required sales/soft skills
• Conduct regular 1:1’s with team members to provide constructive feedback and skills development
• Work cross-functionally with support, product management, engineering, and other organizations to ensure alignment with the field, provide process and product feedback and resolve critical customer situations
• Interact with customers and prospects as a Fastly senior sponsor
• Develop a close working relationship with Solutions to ensure alignment between pre and post-sales activities

Required Qualifications

• 10+ years experience in a Pre-Sales role, 5+ being a Sales Engineering/Customer Success leader for geo, managing managers
• Experience in a Pre-Sales role partnering with Account Executives in selling to and growing Commercial, Enterprise and Strategic segments
• Strong business acumen with a focus on seeing the “big picture” and relating Fastly technology to solving business problems.
• Background in Security, Observability, Delivery or in a similar technology domain with experience scaling and supporting $100+M business.
• Ability to quickly digest and respond to complex information in an appropriate manner
• Very comfortable interacting with business and technical focused leaders both inside and outside the company
• Impeccable verbal and written communication skills
• Comfortable keeping up with technology trends in cloud services
• Open, curious and receptive to new ideas and ways of doing things
• Travel domestically 40%

Preferred Qualifications

NA

Work Hours:

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

Work Location(s) & Travel Requirements:

This position is a remote role and open to candidates residing in the following locations: USA remote or hybrid in an office location:

• San Francisco, CA
• New York, NY
• Denver, CO

This position may require travel 30-40% of the time and as requested by your manager.

SF / LA Fair Chance Ordinance Statement

Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Salary:

The estimated range for On-Target Earnings for this role is $277,710 to $403,650. On-Target Earnings consists 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.

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 including medical, dental, and vision insurance. Family planning, mental health support along with Employee Assistance Program, Insurance (Life, Disability, and Accident), a Flexible Vacation policy and up to 18 days of accrued paid sick leave are there to help support our employees. We also offer 401(k) (including company match) and an Employee Stock Purchase Program. For 2024, we offer 10 paid local holidays, 11 paid company wellness days.

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. In fact, 50% of our employees work outside of SF! An international remote culture is in our DNA.
• 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 like up to 20 weeks of paid parental leave, options for free medical/dental/vision plans, and an open vacation program that enables our folks to take the time they need to recharge (some benefits may vary by location).
• 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!

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. Please see our privacy notice for job applicants.

Summary

Acronis is revolutionizing cyber protection—providing natively integrated, all-in-one solutions that monitor, control, and protect the data that businesses and lives depend on. We are looking for a Strategic Partner Account Manager to join our mission to create a #CyberFit future and protect all data, applications, and systems across any environment.

As a Strategic Partner Account Manager, you will leverage your expertise in Account Management with a deep passion for Data Protection and Cyber Security. Your primary focus will be driving ARR growth through strategic account planning with dedicated partners, increasing adoption of new services, and fostering a world-class partner experience that sets Acronis apart. In this role, you will work closely with service provider sales leaders to expand revenue, grow the customer base, and enhance market share within their business. This position is suited for a highly skilled seller with strong strategic vision and tactical sales execution, capable of balancing immediate sales goals with long-term strategic initiatives.

Company Overview

Acronis is a global cyber protection company that provides natively integrated cybersecurity, data protection, and endpoint management for managed service providers (MSPs), small and medium businesses (SMBs), enterprise IT departments and home users. Our all-in-one solutions are highly efficient and designed to identify, prevent, detect, respond, remediate, and recover from modern cyberthreats with minimal downtime, ensuring data integrity and business continuity. We offer the most comprehensive security solution on the market for MSPs with our unique ability to meet the needs of diverse and distributed IT environments.

A Swiss company founded in Singapore in 2003, Acronis offers over twenty years of innovation with 15 offices worldwide and more than 1800 employees in 50+ countries. Acronis Cyber Protect is available in 26 languages in 150 countries and is used by over 20,000 service providers to protect over 750,000 businesses.

Our corporate culture is focused on making a positive impact on the lives of each employee and the communities we serve. Mutual trust, respect and belief that we can contribute to the world everyday are the cornerstones of our team. Each member of our “A-Team” plays an instrumental role in driving the success of our innovative and expanding business. We seek individuals who excel in dynamic, global environments and have a never give up attitude, contributing to our collective growth and impact.

• Develop, manage, and expand Acronis' relationships with both existing and new Managed Service Provider (MSP) partners.
• Drive incremental sales and revenue growth through targeted sales initiatives.
• Recruit, onboard, and train new MSP partners.
• Deliver monthly, quarterly, and annual forecasts, pipeline updates, and business activity reports to Acronis sales leadership.
• Introduce, educate, and train MSPs on new products, upgrades, and solutions.
• Lead quarterly business planning sessions with assigned service provider partners.
• Collaborate across multiple departments, including sales, marketing, finance, business development, engineering, and operations, to ensure seamless account management and communication.

Required Qualifications

• 3+ years of experience in strategic account management, specifically selling cybersecurity solutions to the MSP market. Strong relationships with large Managed Service Providers are a plus.
• Solid skills in strategic business development, planning, and tactical sales execution.
• Technical aptitude to deliver sales and product training, with a strong understanding of product positioning and client technical needs.
• Proficiency in MS Office and experience managing daily activities through CRM tools like Salesforce.
• Exceptional communication, relationship-building, and stakeholder management skills, with a strong ethical foundation and team-player mentality.
• A results-driven attitude with the ability to view challenges as opportunities for growth.
• Bachelor's degree required.
• Willingness to travel up to 50% of the time.

Acronis is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, marital status, national origin, physical or mental disability, medical condition, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, gender identity or expression, or any other characteristic protected by applicable laws, regulations and ordinances.

#LI-CW1

Company Description

Arista Networks is an industry leader in data-driven, client-to-cloud networking for large data center, campus and routing environments. What sets us apart is our relentless pursuit of innovation. We leverage the latest advancements in cloud computing, artificial intelligence, and software-defined networking to provide our clients with a competitive edge in an increasingly interconnected world. Our solutions are designed to not only meet the current demands of the digital landscape but to also anticipate and adapt to future challenges.

At Arista we value the diversity of thought and perspectives that each employee brings to the table. We believe that fostering an inclusive environment, where individuals from various backgrounds and experiences feel welcome, is essential for driving creativity and innovation.

Our commitment to excellence has earned us several prestigious awards, such as Best Engineering Team, Best Company for Diversity, Compensation, and Work-Life Balance. At Arista, we take pride in our track record of success and strive to maintain the highest standards of quality and performance in everything we do.

• You will leverage your in-depth Federal Sales background to lead sales strategies to meet revenue goals within Federal Civilian Agencies especially the FAA, IRS, SSA. FBI and DoJ.
• The Client Executive will be responsible for consultative selling and solution development efforts that best address Federal customer needs, while coordinating the involvement of all necessary company resources including sales operations, service, and management, in order to meet account performance objectives and customer expectations
• You will identify, develop and close sales opportunities across the Arista product portfolio including Data Center Networking, Virtual Networking, Campus Networking, Cloud Vision (network automation & telemetry), and Cognitive Wifi in addition to Network Detection and Response and End Point Security.
• Establishing productive, professional relationships with key personnel in assigned agencies
• Creating and executing targeted account plans in concert with partner managers and sales engineering team.
• Establish customer demand through pre-engagement planning, research, and solution alignment to mission.
• Manage and align year 1 to year 3 business priorities across a named account territory.
• Create a marketing plan aligned with named accounts and territory.

Minimum Job Requirements:

• Bachelor Degree (BA/BS,CS,BBA) or equivalent
• A minimum of 10+ years of Federal Sales experience within Civilian agencies (HHS, Social Security, EPA, DoE, DoJ, SEC, FEMA, etc)
• You possess in-depth knowledge of Federal procurement programs and driving strategies in the capture and pursuit of opportunities within the Federal Government and Federal Systems Integrators.
• The optimal candidate will have demonstrated experience strategically selling into US Federal accounts, Federal Systems Integrators, and Managed Service Providers.
• Demonstrated leadership skills to lead both internal cross functional teams within Engineering, Legal, Marketing and external partners.
• Proven navigation of End User requirements definition through the contracting and resale processes is mandatory.
• Working knowledge of networking (Route, Switch, SDN, SD-WAN, Campus Networks, Network Virtualization, NFV,), data center, and/or network automation solutions are prerequisites.
• Demonstrated people skills and ability to cultivate and maintain relationships at all levels.
• Proven track record of building business plans, documenting the processes, and exceeding sales targets.
• Travel to our customers and partners by air and land is part of the role and is required.
• Customer base requires US Citizenship, background checks, potential clearance processes, etc. Active security clearances are preferred (TS/SCI), but not mandatory.

Arista Networks is an equal opportunity employer. Arista makes all hiring and employment-related decisions in a non-discriminatory manner without regard to race, color, religion, sex, sexual orientation, gender identity, national origin or any other factor determined to be unlawful under applicable federal, state, or law law. All your information will be kept confidential according to EEO guidelines.