Senior Sales Engineer

About the Role

The Senior Sales Engineer acts as a strategic partner for designated accounts located in Sydney. The primary focus is on translating the technical capabilities of the edge cloud platform into tangible business outcomes. This involves guiding digital experiences from initial customer intake through to successful deployment and ongoing value realization. The role is centered on high-impact opportunities that drive both revenue growth and long-term retention. A key aspect of the position is acting as a trusted advisor, ensuring customer success and maximizing the return on investment for Fastly's strategic engagements. The responsibilities include both presales and postsales activities, creating a continuous link between customer needs and platform capabilities.

Key Facts

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Location: Australia

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Compensation: The offer includes a base salary of $130,000 USD, with a target bonus of $160,000 USD, resulting in an On-Target Earnings (OTE) of $195,000 USD.

• Scope: The position involves dedicated engagements aimed at capitalizing on high-growth opportunities within the assigned accounts.

What You Will Do

A core responsibility is to architect comprehensive customer solutions that address specific business priorities. This involves designing robust architectures and creating a clear customer roadmap that leverages the full power of the Fastly edge platform. The role requires delivering strategic sales plays that contribute to competitive victories and successful renewals. Engaging early in the product roadmap process ensures alignment with evolving customer goals and business sector trends.

Championing customer feedback is essential to shaping the future direction of the Fastly platform. This includes leading and managing Proofs of Concept (POCs) and detailed technical evaluations. These efforts translate abstract requirements into concrete implementation plans. Upon closing an opportunity, the role takes the lead in onboarding and service delivery to ensure a smooth transition and secure long-term ROI for the customer.

Building and expanding executive-level relationships is a critical function. This involves managing partner ecosystems and acting as a primary liaison for key stakeholders. The Senior Sales Engineer will lead security discussions, with a focus on Web Application Firewalls (WAF) and API protection for demanding workloads. Tracking and prioritizing critical issues, feature requests, and value delivery is necessary to maintain predictable execution across cross-functional teams.

Requirements

The ideal candidate brings more than 10 years of experience in customer-facing technical roles, with a proven history in both pre-sales and post-sales environments. A minimum of 2 years of experience within the Media, Entertainment, or Gaming industries is required. This background must include a strong knowledge of Content Delivery Network (CDN) technologies, particularly within streaming applications.

Demonstrated fluency in application security concepts is mandatory, including Web Application Firewalls (WAF), API Security, and Bot Security. The ability to influence both business and technical stakeholders without relying on formal authority is a key attribute. Candidates must be skilled at delivering technical demonstrations and communicating complex concepts with clarity and precision.

Proficiency in at least one scripting language, such as Python, Ruby, Perl, PHP, or VCL, is required to automate demonstrations and related tasks. Excellent written and verbal communication skills are necessary for effective collaboration with global stakeholders. A curious mindset and openness to new technologies and methodologies are expected. Willingness to travel domestically up to 30% is also a requirement of the role.

Nice to Have

Previous experience with specific Fastly products, such as VCL and Compute, is considered a valuable asset.

Skills & Tools

Proficiency with the following tools is expected: Fastly, GitHub, Jira, and Slack.