Enterprise Account Manager

Company	Fastly
Location	Austin, TX, USA
Salary	$125573 – $150687
Type	Full-Time
Degrees	Bachelor’s
Experience Level	Senior

Requirements

Bachelors degree or equivalent in 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 skills: Comfortable developing and implementing multi-step plans and coordinating the appropriate parties. Can find answers quickly and provide thorough information
Thrives in a multi-tasking environment, with an ability to adjust priorities: Able to complete customer facing and internal projects on-time with high quality
Excellent writing and communication skills: Provides clear communication to develop customer relationships. Able to tailor messaging based on 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 and uses meetings to provide value. Does not shy away from hard conversations and renewal negotiations

Responsibilities

Partners with Sales to focus on overall relationship with a group of Fastly’s largest and most complex clients
Develop and execute comprehensive account strategy, attaining buy-in and alignment from customer
Deep understanding of account and strategy – Able to map a complex organization, develop and execute against a strategy. Develop strong customer connections with executive stakeholders across multiple business units and levels within a company
Long term vision – Create thoughtful and creative retention strategies, maximizing Fastly value, tying all conversations to business impact, and incorporating account strategy goals. Create long term, quality customer interactions with consistency
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
Enterprise Account Manager could be paged in the event their customer submits an emergency ticket to help coordinate response internally

Preferred Qualifications

Strong negotiation and problem-solving skill to address client challenges and identify mutually beneficial solutions
Collaborative Partner: Brings ideas to the team for learning. Internal partners enjoy working with him/her. Internal advocacy carries weight
Technical background highly valued: Can discuss technical benefits and understands how a solution fits into the tech ecosystem. Deep dives into customer’s business and industry in order to best learn how to support them. Willingness to learn new products/features