F

Fastly

Edge cloud platform delivering fast content

Strategic Sales Account Manager

Full-Time
No salary listed
Expert
Mumbai, Maharashtra, India
RemoteMust reside in Mumbai, Maharashtra; regular travel across India is required.
Sales & Account ManagementAccount Management

About the job

Requirements
  • At least 10 years of enterprise account management, customer success, partner or alliances management, or strategic sales experience with carrier, telecommunications, or platform partners in India.
  • Direct experience launching, commercializing, or scaling content delivery network, edge, or related infrastructure services with telecommunications companies or large partners.
  • A proven record of driving revenue through new-logo acquisition, renewals, upselling, and cross-selling.
  • Strong stakeholder management and executive engagement, with the ability to present to technical and business audiences and run customer meetings and demonstrations.
  • Technical fluency across web and application security, content delivery networks, networking, cloud infrastructure, or related technologies, with the ability to translate technical capabilities into business value.
  • Ability to coordinate cross-functional teams and manage complex, multi-threaded programs to successful outcomes.
  • Customer-facing, presentation, and project management skills; attention to detail; and ability to prioritize in a fast-moving, multitasking environment.
  • Ability to work independently and with discipline; strong organization; and excellent verbal and written English communication skills.
  • Must reside in Mumbai, Maharashtra, India.
  • Must be available for core business hours of 9:00 AM to 6:00 PM India Standard Time.
  • Regular travel across India is required.
Responsibilities
  • Own and grow a portfolio of strategic telecommunications partner and subsidiary accounts, driving new bookings, revenue, renewals, and contract expansion.
  • Serve as the primary commercial contact for partner stakeholders and their internal customer organizations; monitor account health and secure executive sponsorship.
  • Enable partner enterprise sales teams and channel stakeholders to position, sell, and adopt JioCDN-powered solutions; lead enablement activities, workshops, roundtables, and speaking engagements.
  • Develop account strategies and executive engagement plans; conduct monthly and quarterly business reviews to measure adoption, highlight initiatives, and identify growth opportunities.
  • Translate customer and partner business needs into adoption plans; coordinate Fastly sales, solutions engineering, professional services, product, engineering, support, and finance resources to unblock deployments and commercial progress.
  • Identify, qualify, and drive upsell, cross-sell, and net-new business opportunities with Fastly sales and solutions teams; cross-sell Fastly solutions to increase usage.
  • Advocate for telecommunications partner and customer feedback in Fastly product and go-to-market planning; collaborate with product, marketing, and sales to improve ongoing customer support.
  • Manage complex, multi-threaded commercial programs and timelines across organizations; engage customers remotely and in person, bringing in subject matter experts as needed.
Desired Qualifications
  • Local language skills are a plus.

About the company

Fastly provides edge cloud computing services that run data processing and application logic near users to reduce latency and improve performance. Customers deploy code at the network edge using Edge Compute Language, manage services through APIs, and rely on edge caching and security to speed up and protect content. It differentiates itself with a programmable, developer-focused edge platform and a global edge network, along with usage-based pricing. The goal is to enable faster, safer online experiences by moving computation and delivery closer to users across industries.

Company Size

1,001-5,000

Company Stage

IPO

Headquarters

San Francisco, California

Founded

2011

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Simplify's Take

What believers are saying

  • Q2 2026 revenue grew 23% to $183.3 million; security grew 43%.
  • Net revenue retention reached 117% in Q2 2026, the highest in three years.
  • Comcast partnership in September 2026 embeds Fastly inside 1,400 hub sites and 200 edge centers.

What critics are saying

  • Top ten customers drove 37% of Q2 2026 revenue; concentration stays extreme.
  • AWS CloudFront, Cloudflare, and Akamai commoditize edge delivery, crushing Fastly's premium pricing by 2027.
  • Fastly's 10-Q flags class-action litigation and one customer held 10% of receivables.

What makes Fastly unique

  • Fastly's single network spans 166 points of presence and 622 Tbps capacity.
  • September 2026 Investor Day showed 72% multi-product adoption and 30% four-suite penetration.
  • Fastly for AI launches AI Runtime Control, AI Firewall, and API Security.

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Benefits

  • Health Insurance
  • Dental Insurance
  • Vision Insurance
  • Life Insurance
  • Disability Insurance
  • Mental Health Support
  • Family Planning Benefits
  • Unlimited Paid Time Off
  • Paid Sick Leave
  • 401(k) Retirement Plan
  • 401(k) Company Match
  • Employee Stock Purchase Plan

Growth & Insights and Company News

Headcount

6 month growth

0%

1 year growth

-1%

2 year growth

-3%
iTWire
Oct 15th, 2026
Fastly named a Leader in 2026 IDC MarketScape for Worldwide WAAP Platforms.

Fastly named a Leader in 2026 IDC MarketScape for Worldwide WAAP Platforms. Fastly | Published 16 Oct 2026 COMPANY NEWS: Company brings delivery, security, and compute together to accelerate enterprise innovation at global scale Fastly, Inc. (NASDAQ: FSLY), a leader in global edge cloud platforms, today announced it has been named a Leader in the IDC MarketScape: Worldwide Web Application and API Protection Platforms 2026 Vendor Assessment. Fastly has continued to invest in the security portfolio of its edge cloud platform, bringing delivery, security, and compute together to help businesses move fast and stay safe in the AI era. The company's security offerings include Next-Gen WAF, Bot Management, DDoS Protection, API Security, AI Firewall, and Client-Side Protection, all running inline on its global network. Fastly's security portfolio includes patent-pending deception technology that goes beyond blocking account takeover attempts by returning intentionally false information to attackers, cross-customer threat intelligence that supports preemptive policy decisions, and AI bot management that helps customers control how AI crawlers and bots access their content. According to the IDC MarketScape, "Detection is powered by two proprietary engines, SmartParse for WAF and the Adaptive Threat Engine for DDoS, delivered inline at every point of presence rather than through centralized scrubbing centers." In our view, these capabilities help to address a changing threat landscape as bot traffic exceeds 50% in many industries based on Fastly traffic in January 2026 and AI brings new challenges for businesses. The report also noted that Fastly reported a "98.7% annual revenue retention rate for the fiscal year ended December 31, 2025, and 117% last 12 months (LTM) net retention rate as of June 30, 2026." "Complexity is fractalizing. Every enterprise has seen an explosion in APIs, speed of change, and AI agents and bots calling them. Single, siloed defenses do not work. Fastly runs differentiated layers of defense that compound as applications multiply," said Kelly Shortridge, Chief Product Officer at Fastly. "I believe being named a Leader in this year's IDC MarketScape for WAAP Platforms reflects our depth of investment in protecting our customers' AI-native applications - from patent-pending Deception to our more recent API Enforcement and AI Firewall." Fastly's edge cloud platform helps enterprises build and scale secure, high-performance applications closer to users and data. To learn more about Fastly's edge cloud platform or access a complimentary copy of the IDC MarketScape excerpt, visit www.fastly.com. IDC MarketScape: Worldwide Web Application and API Protection Platforms 2026 Vendor Assessment, September 2026, IDC # US54130626.

TechDay
Oct 15th, 2026
Fastly named Leader in IDC MarketScape WAAP assessment.

Fastly named Leader in IDC MarketScape WAAP assessment. Fri, 16th Oct 2026 (Today) Fastly has been named a Leader in the IDC MarketScape: Worldwide Web Application and API Protection Platforms 2026 Vendor Assessment, placing it among the vendors assessed in the web application and API protection market. IDC MarketScape said Fastly's detection relies on two proprietary engines: SmartParse for web application firewall functions and the Adaptive Threat Engine for distributed denial-of-service protection. According to the assessment, both are delivered inline at every point of presence rather than through centralised scrubbing centres. The assessment comes as companies face rising volumes of bot-driven web traffic and growing complexity in how applications are built and exposed through APIs. Fastly said bot traffic exceeded 50% in many industries, based on traffic on its network in January 2026. It linked that figure to broader shifts in online security as artificial intelligence tools and automated agents become more common. Fastly's security products include Next-Gen WAF, Bot Management, DDoS Protection, API Security, AI Firewall and Client-Side Protection. The company said these services run inline on its global network as part of its broader edge cloud platform. Security focus The company has expanded that portfolio with features aimed at newer attack patterns and traffic management concerns. These include patent-pending deception technology designed to respond to account takeover attempts by returning false information to attackers, as well as cross-customer threat intelligence intended to support pre-emptive policy decisions. Fastly also highlighted AI bot management tools that let customers control how AI crawlers and bots access their content. AI-generated traffic has become a growing issue for publishers, online retailers and digital platforms that need to distinguish between legitimate automated access, malicious scraping and abusive traffic. The IDC MarketScape report also cited customer retention figures disclosed by Fastly. It noted that the company reported a 98.7% annual revenue retention rate for the fiscal year ended December 31, 2025, and a 117% last 12 months net retention rate as of June 30, 2026. Those metrics offer one indication of customer stickiness in a competitive market, where vendors are trying to combine application delivery, cloud security and edge infrastructure into broader platforms. For customers, the appeal of that model often depends on whether one provider can reduce operational complexity across multiple layers of internet-facing services. Market backdrop Web application and API protection, often referred to as WAAP, has become a more prominent category as businesses shift more services online and expose more application interfaces to partners, developers and internal systems. APIs are now central to mobile apps, eCommerce systems, software integrations and machine-to-machine communications, making them a larger target for abuse and misconfiguration. At the same time, cybersecurity teams are dealing with more fragmented environments. Organisations often use separate products for web application firewalls, bot mitigation, DDoS defence, API discovery and client-side monitoring. That can create operational overhead and leave gaps between tools. Fastly argues that those defences should operate together on the same network layer. It has positioned its edge-based model as an alternative to architectures that route traffic to centralised cleaning or inspection points before it reaches applications. Kelly Shortridge, Chief Product Officer at Fastly, said the volume of APIs and automated traffic has made older approaches less effective. "Complexity is fractalising. Every enterprise has seen an explosion in APIs, speed of change, and AI agents and bots calling them. Single, siloed defences do not work. Fastly runs differentiated layers of defence that compound as applications multiply," Shortridge said. Shortridge also linked the IDC MarketScape designation to the company's recent product development in application and AI-related security. "I believe being named a Leader in this year's IDC MarketScape for WAAP Platforms reflects our depth of investment in protecting our customers' AI-native applications - from patent-pending Deception to our more recent API Enforcement and AI Firewall," Shortridge said. IDC MarketScape's comments on Fastly's inline deployment model and its retention rates suggest the company is seeking to differentiate itself on both technical architecture and customer performance as WAAP buyers weigh how to protect increasingly automated application environments.

Yahoo Finance
Oct 12th, 2026
Fastly stock surged 241.5% in a year as sales growth hit 23% and losses narrowed

Fastly stock returned 241.5% in the twelve months to October 9, 2026, far ahead of the S&P 500's 17.0% gain. Sales growth has picked up and losses have narrowed. The first sign came on February 12, 2025, when management outlined a plan to sell its full range, including security and bot protection. Revenue grew 8.2% in the quarter ended March 2025 and 12.3% in the second quarter, though the operating loss was still 24.6% of revenue. Second-quarter 2026 revenue rose 23% to $183.3 million, with security up 43%. The trailing twelve-month operating loss narrowed to 12.0% of revenue. Fastly guided third-quarter revenue to $184 million to $190 million. It reports results on November 4, 2026.

Yahoo Finance
Oct 9th, 2026
Oppenheimer upgrades Fastly as agentic AI drives growth, stock rockets 16%

Fastly shares surged nearly 16% on Friday after Oppenheimer upgraded the edge cloud platform provider, citing growing contract values and early monetisation of agentic AI traffic. The brokerage expects these trends to sustain stronger growth over the next few years, driving the stock to a higher valuation as Fastly delivers growth and margin expansion. Oppenheimer's industry checks indicated higher contract values alongside early monetisation of traffic from agentic AI applications. The firm believes these trends could drive growth in the high teens to low 20s over the next few years. Fastly's second-quarter revenue grew 23% to $183.3 million, with security revenue up 43% to $41.7 million. The company is scheduled to report third-quarter earnings on 4 November.

Business Wire
Sep 28th, 2026
Comcast and Fastly deploy edge computing to boost Peacock's live sports streaming quality

Comcast and Fastly have partnered with NBCUniversal to improve streaming quality for Peacock's live sports events by moving content closer to viewers. The collaboration runs Fastly's content delivery software directly on Comcast's distributed network of over 200 edge computing centres across the US. The approach addresses the massive infrastructure demands of live sports streaming, where millions of viewers arrive simultaneously. By processing content within Comcast's network rather than from centralised external locations, the system reduces duplicate traffic and delivery distances. The model particularly benefits major sporting events on Peacock, including NFL, NBA, and MLB games. Beyond live streaming, the underlying technology could support gaming, cybersecurity, AI inference, and enterprise cloud services. Comcast continues exploring additional applications for its edge computing resources.