Senior Channel Account Manager

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.

We're building a more trustworthy Internet. Come join us.

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.

We're building a more trustworthy Internet. Come join us.

Summary:

You will build, activate, and run our partner-first go-to-market engine across India and regional markets (Pakistan, Bangladesh, Nepal, Sri Lanka).

This is not a passive alliance or administrative partner role. We need an aggressive, revenue-driven builder who proactively hunts alongside (telcos, distributors, resellers , referral/affiliates , managed services (and/or security) providers, technology - ISVs & Ecosystem alliances)  partners; originates new pipeline, and turns ecosystem relationships into closed revenue. In this role, you cannot wait for the channel to bring inbound leads; you will drive the co-selling cadence, initiate joint territory campaigns, qualify high-value deals and steer deals across the finish line with our direct sales team and partner reps.

Core Technology Focus

• Content Delivery Network (CDN) & Edge Cloud / Compute

• Application Security (Next-Gen WAF, Bot Management, API Security, DDoS Mitigation)

• Edge Observability & Performance

• Emerging Edge & AI Workloads

What You'll Do:

• Build Active Pipeline (Co-Sell & Originate): Drive net-new pipeline creation. Lead proactive account mapping, joint prospecting, and outbound campaigns with partner sales forces rather than relying on inbound partner-delivered leads.

• Recruit & Rationalize Channel Network: Map and onboard high-performing Value-Added Resellers (VARs), National & Global System Integrators (SIs), Managed Security Service Providers (MSSPs), Managed Services Providers (MSPs) and regional distributors across India and South Asian markets. You will also onboard technology partners (ISVs and ecosystem alliances) where Fastly could natively integrate to create new routes to market. Additionally, you will oversee activating the channel partnerships led through leading Indian Telcos.

• Execute Joint Business Planning (JBP): Establish clear revenue targets, deal-registration commitments, and measurable go-to-market motions with Tier-1 partners. Align partner leadership with mutual commercial upside.

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