Senior Customer Success Manager
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Job Description
Senior Customer Success Manager growing Fastly’s JioCDN telco partnerships across India. Driving enterprise adoption, renewals, expansion, and joint go-to-market execution.
Responsibilities:
- Own and grow a portfolio of strategic telco partner and subsidiary accounts
- Drive new bookings, revenue, renewals, and contract expansion
- Act as the primary commercial contact for partner stakeholders and 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
- Run Monthly and Quarterly Business Reviews to measure adoption and identify growth opportunities
- Translate customer and partner needs into adoption plans
- Coordinate Fastly sales, solutions engineering, professional services, product, engineering, support, and finance resources
- Identify, qualify, and drive upsell, cross-sell, and net-new business opportunities
- Advocate partner and customer feedback in Fastly product and go-to-market planning
- Manage complex, multi-threaded commercial programs and timelines
- Engage customers remotely and in person
- Travel across India as required for partner and customer engagement
- Serve as the primary commercial interface between Fastly and Jio Platforms’ group companies and customers, enabling joint go-to-market execution and driving JioCDN adoption
Requirements:
- 10+ years of enterprise account management, customer success, partner/alliances management, or strategic sales experience with carrier, telco, or platform partners in India
- Direct experience launching, commercializing, or scaling CDN, edge, or related infrastructure services with telcos or large partners
- Proven track record driving revenue through new-logo acquisition, renewals, upsell, and cross-sell
- Strong stakeholder management and executive engagement skills
- Comfortable presenting to technical and business audiences and running customer meetings/demos
- Technical fluency in web/application security, CDN, networking, cloud infrastructure, or related technologies
- Ability to translate technical capabilities into business value
- Ability to coordinate cross-functional teams and manage complex, multi-threaded programs
- Exceptional customer-facing, presentation, and project management skills
- High attention to detail and ability to prioritize in a fast-moving, multitasking environment
- Self-starter; independent, disciplined, and highly organized
- Excellent verbal and written communication in English; local language skills are a plus
- Must reside in Mumbai, Maharashtra, India
- Core business hours are 9:00 AM–6:00 PM IST
Benefits:
- Comprehensive benefits package designed to meet employees’ needs, varying by country and subject to change
- Benefits begin on the first day of employment
- Inclusive and diverse work environment
- Supportive environment for employees’ personal causes and interests
- Equal employment opportunity
- Reasonable accommodations for applicants and employees with disabilities
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