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.

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Senior Deal Strategy Manager, APJ

Fastly is seeking a highly motivated and experienced individual contributor to manage our Deal Desk function for our growing APJ business. In this role, you will be responsible for the day-to-day operations of our Deal Desk, focusing on driving revenue growth and ensuring a smooth deal approval process. The ideal candidate will have a strong Deal Desk background with knowledge of CDN and/or Security products, consumption-based models, excellent analytical skills, and the ability to collaborate with cross-functional teams.

What You'll Do

Partner with Sales, Finance, Legal, and Product teams to structure deals that maximize revenue and customer satisfaction.
Review, analyze, and approve non-standard deals, providing guidance on deal structuring, contract terms, and negotiation strategies.
Ensure a smooth and efficient deal approval process.
Monitor and analyze deal performance metrics, identifying trends, risks, and opportunities to optimize Deal Desk processes and policies.
Maintain a comprehensive understanding of the company's product offerings, pricing models, and competitive landscape.
Partner with the Deal Desk leader to implement Deal Desk policies, procedures, and tools to drive efficiency and effectiveness.
Ensure compliance with company guidelines, policies, and revenue recognition rules.

What We're Looking For

Bachelor's degree, preferably in Business Administration, Economics, Accounting, Finance, or related field OR commensurate work experience
6+ years experience as a Deal Desk Manager
Strong analytical skills and attention to detail.
Excellent communication and interpersonal skills.
Proficiency in Salesforce and Salesforce CPQ, Google Suite, and Microsoft Excel.
Strong experience with non-standard deal structuring, contract terms, and negotiation strategies.
Ability to collaborate effectively with cross-functional teams.
Experience in process improvement and policy development.
Strong problem-solving and decision-making skills.

We’ll be super impressed if you have experience in any of these:

Experience in the CDN or security industry.
Knowledge of SaaS business models and consumption-based pricing.
Supporting a sales organization in Japan.
Any Japanese language skill would be great, but not essential

Work Hours

This position will require you to be available during core business hours (9am - 6pm)

Work Location(s) & Travel Requirements

This position is open to the following preferred office locations:

Singapore

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

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 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.

Important: All job applications must be submitted through our official careers site at www.fastly.com/about/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 or @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.

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Senior Deal Strategy Manager, APJ

Job Description