Strategic Sales Account Manager

<div class="content-intro"><p>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 GitHub, Yelp, Paramount, and JetBlue.</p> <p>We're building a more trustworthy Internet. Come join us.</p></div><p><strong>Senior Customer Success Manager - Mumbai</strong></p> <p><strong>Summary:</strong></p> <p>Fastly is looking for a Senior Customer Success Manager based in Mumbai, India to join the team, nurture strong commercial and strategic business relationships with a major telco partner in the region. This role blends enterprise account management, partner enablement and product commercialization for CDN/edge infrastructure delivered via a carrier/partner model. The ideal candidate has experience working with telcos or large platform partners to launch and scale CDN or edge services and can enable sales teams and product partners to drive net‑new logos, renewals, upsell and cross‑sell.</p> <p>The Senior Customer Success Manager will be managing a portfolio of Enterprise customer relationships from C-Level down, you’ll have a proven track record in building high value and impact relationships, and have experience running upsell and cross sell opportunities. You’ll develop account health and lead customer advocacy across Fastly’s Enterprise , partnering with our Sales, Customer Support, Product and Technical teams. You will bring a growth mindset to the role and drive deeper, wider relationships to secure and grow revenue and drive product adoption. You will need to be highly organized, experienced at delivering business reviews and an expert in building and executing on successful account strategies. Success in this role directly ties to the value we provide our customers.</p> <p>This is a great opportunity for someone with the skills, energy and confidence to work autonomously in the region - and ultimately to define great account management and customer success practices in the region.</p> <p><strong>Role Context (JioCDN):&nbsp;</strong></p> <p>JioCDN is Jio Platforms’ carrier‑grade content delivery service that provides low‑latency, high‑scale content and application delivery across India for both Jio’s internal businesses and external enterprise customers. Fastly is the strategic infrastructure partner powering JioCDN’s edge delivery capabilities while Jio Platforms commercializes and operates the service. The Senior Customer Success Manager will serve as the primary commercial interface between Fastly and Jio Platforms’ group companies and their customers — enabling joint go‑to‑market execution, driving adoption of the JioCDN offering, and coordinating cross‑functional efforts to win new logos and expand existing accounts.</p> <p><strong>What You'll Do:</strong></p> <ul> <li>Own and grow a portfolio of strategic telco partner and subsidiary accounts; drive new bookings, revenue, renewals and contract expansion.</li> <li>Act as the primary commercial contact for partner stakeholders and their internal customer organizations; monitor account health and secure executive sponsorship.</li> <li>Enable partner enterprise sales teams and channel stakeholders to position, sell and adopt JioCDN‑powered solutions; lead enablement activities, workshops, roundtables and speaking engagements.</li> <li>Develop account strategies and executive engagement plans; run Monthly and Quarterly Business Reviews to measure adoption, highlight new initiatives, and surface growth opportunities.</li> <li>Translate customer and partner business needs into adoption plans; coordinate cross‑functional Fastly resources (sales, solutions engineering, professional services, product, engineering, support, finance) to unblock deployments and commercial progress.</li> <li>Identify, qualify and drive upsell, cross‑sell and net‑new business opportunities in collaboration with Fastly Sales and Solutions teams; cross‑sell Fastly solutions to increase usage.</li> <li>Advocate telco partner and customer feedback into Fastly product and go‑to‑market planning; collaborate with product, marketing and sales to improve ongoing customer support.</li> <li>Manage complex, multi‑threaded commercial programs and timelines across organizations; engage customers both remotely and in person and bring in s