Director, Partner Development - EMEA

<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>Director, Channel Sales - EMEA</strong></p> <p>Location: London&nbsp; (working across Europe and Middle East) &nbsp;</p> <p><strong>About the Role</strong></p> <p>At Fastly, we believe the best leaders are those who stay closest to the work. We are moving away from traditional, top-down management layers in favor of a lean, high-impact team of experts. As the Director of Channel Sales for EMEA, you are the primary owner of our success in the region. You aren’t here to sit in meetings or "manage" from the sidelines, you are here to win.</p> <p>This is a Player-Coach role: you will lead by example, managing a select group of our most strategic, high-leverage partners while simultaneously elevating a small, talented team of Partner Success Architects (CAMs).</p> <p><strong>What You’ll Do: </strong>The Two-Track Strategy</p> <p><u>Direct Ownership (The Player)</u></p> <p>You will personally own the commercial and strategic relationship for a handful of "needle-moving" partners in EMEA.</p> <ul> <li> <p>High-Leverage Deal Negotiation: You’ll lead the negotiation of complex, high-value alliances where there is no "standard playbook."</p> </li> <li> <p>Hands-On Partner Architecture: You won't just "check in" on partners; you’ll help them design how they build and sell on top of Fastly.</p> </li> <li> <p>Quality &amp; Brand Stewardship: You ensure every deal and partner experience you personally manage meets the high technical, resilient, and forward-thinking standards of the Fastly brand.</p> </li> </ul> <p><u>Team Elevation (The Coach)</u></p> <p>You will guide our EMEA team to ensure they are operating at the highest possible level.</p> <ul> <li> <p>Systemic Process Optimization: You will identify the "bugs" in our process, whether they are technical or commercial and work with our global builders to fix them so your team can move faster.</p> </li> <li> <p>Field-Based Skill Transfer: You’ll spend time in the field, helping your team recruit and enable partners, focused on transferring high-judgment skills to ensure they become fully self-sufficient.</p> </li> <li> <p>Closing the Market Feedback Loop: You will be the voice of the EMEA market back to our global partnerships and alliances strategy teams, ensuring the tools and rules we build are actually tuned for success in your region.</p> </li> </ul> <p><strong>The Individual We Are Looking For</strong></p> <ul> <li> <p>Self-Directed Owners: People who don't need a task list to get things done. You identify a gap and you fill it.</p> </li> <li> <p>Builders at Heart: Even though this is a sales-focused role, you enjoy improving the "machine." You’d rather fix a process once for everyone than do a manual workaround ten times.</p> </li> <li> <p>High Talent Density: You are an elite individual contributor who also happens to be great at bringing others along with you. You value judgment and skill over seniority or process.</p> </li> <li> <p>Technical Credibility: You can navigate a technical conversation comfortably. You don't need to be an engineer, but you need to understand the "how" as much as the "why."</p> </li> <li> <p>Experience: Extensive experience in cloud, security, or edge computing partnerships across EMEA, with a track record of both managing teams and closing large-scale deals.</p> </li> </ul> <p><strong>Performance &amp; Success</strong></p> <p>Success in this role is binary: Did the region grow, and did your partners succeed? Your performance is tied directly to results. Your variable compensation is split between;</p> <ul> <li>Your Direct Portfolio: Results from the high-leverag