Senior Deal Strategy Manager, APJ

About Fastly

Fastly empowers users to stay closely connected with their favorite digital content through its cutting-edge edge cloud platform. By processing, delivering, and securing customer applications near end-users at the internet edge, the platform facilitates fast, secure, and reliable experiences. Fastly's architecture leverages modern internet technologies, enabling programmability and supporting agile software development. Prestigious companies such as GitHub, Yelp, Paramount, and JetBlue rely on Fastly's solutions.

Role Overview

We are seeking a proactive and experienced Senior Deal Strategy Manager to lead our Deal Desk operations in the Asia Pacific and Japan (APJ) region. This role centers on day-to-day Deal Desk management, aiming to amplify revenue and streamline deal approvals. The ideal candidate will bring extensive Deal Desk expertise, particularly with CDN and/or security products, consumption pricing models, exemplary analytical capacities, and a collaborative mindset for cross-team partnership.

Key Responsibilities

• Collaborate with sales, finance, legal, and product departments to develop deals that maximize revenue and customer satisfaction.
• Evaluate and approve non-standard deals, offering advice on deal structuring, contract terms, and negotiation tactics.
• Manage the Deal Desk approval workflow to ensure efficiency and smooth processing.
• Track and analyze performance metrics related to deals, identifying trends, risks, and improvement opportunities for Deal Desk processes and policies.
• Maintain in-depth knowledge of Fastly’s products, pricing structures, and competitive market.
• Partner with Deal Desk leadership to implement policies, procedures, and tools that enhance operational effectiveness.
• Ensure compliance with company policies, guidelines, and revenue recognition standards.

Required Qualifications

• Bachelor's degree in Business Administration, Economics, Accounting, Finance, or a related discipline, or equivalent professional experience.
• Minimum of six years managing Deal Desk functions.
• Strong analytical mindset with keen attention to detail.
• Outstanding interpersonal and communication skills.
• Proficiency with Salesforce, Salesforce CPQ, Google Suite, and Microsoft Excel.
• Demonstrated skill in handling complex deal structures, contract stipulations, and negotiation strategies.
• Ability to collaborate across multiple functional teams effectively.
• Experience driving process improvements and creating policies.
• Excellent problem-solving and decision-making abilities.

Preferred Experience

• Background in Content Delivery Network (CDN) or security sectors.
• Familiarity with SaaS business operations and consumption-based pricing strategies.
• Support experience for sales teams within Japan.
• Japanese language capabilities are advantageous but not mandatory.

Work Schedule and Location

• Work hours during core business time: 9:00 AM to 6:00 PM.
• Primary work location: Singapore office.
• Fastly adopts a flexible work model blending office and remote work, supporting employee choice.

Employee Benefits

Fastly prioritizes employee well-being by offering comprehensive benefits beginning on day one of employment. Though benefits vary by country and are subject to change, our goal is to foster a positive work environment balancing professional and personal life.

Company Culture

• Our small but influential company makes a substantial impact, supporting major user bases and numerous open-source projects.
• Diversity and inclusion are core values; we cultivate a workplace where employees can bring their authentic selves and thrive.
• Our team is made up of passionate individuals with diverse interests ranging from piloting to coffee appreciation, valuing individuality.

Equal Opportunity and Accessibility

Fastly is dedicated to equal opportunity employment and providing a discrimination-free, safe workplace. Hiring decisions are based on business requirements and qualifications. Reasonable accommodations for disabilities are available during the hiring process and employment.

Application Note

Applicants must submit a thorough application with resume or CV. Beware of fraudulent requests for sensitive personal information; official communications come only from Fastly domains.