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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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.