Partnership Development 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>Posting Open Date: 6/24/26</p> <p>Anticipated Posting Close Date*: 8/31/26</p> <p><em>*Job posting may close early due to the volume of applicants.</em></p> <p>&nbsp;</p> <p><strong><strong>Senior Partnerships Lead - New York/East Coast | Remote</strong></strong></p> <p>The Mission</p> <p>We are building the engine that powers our partners’ growth. You are not here to "manage a channel." You are here to build a repeatable, scalable, and automated sales machine. You are a Builder-Seller: an expert who understands our technical product well enough to handle introductory, product focused conversations, and a hunter who knows how to drive the sales outcome.</p> <p>Our ecosystem is primarily composed of VARs, MSPs, and SIs. Your success is defined by their success. You are the architect of that relationship.</p> <p><strong><strong>The Scoreboard (Lag Measures)</strong></strong></p> <p>Success is binary and measurable. You own these three outcomes:</p> <ul> <li> <p>New Bookings: You are accountable for the revenue generated through your partners.</p> </li> <li> <p>Partner-Sourced Pipeline: You are the bridge. We don't want "fluff"; we want high-quality, qualified opportunities formally accepted by Fastly.</p> </li> <li> <p>Active/Engaged Partners: We prioritize depth over breadth. You own the health and activity level of your partner portfolio.</p> </li> </ul> <p><strong><strong>The Daily Work (Lead Measures)</strong></strong></p> <p>You don't get the outcomes above without the inputs. You are expected to operate with high agency on:</p> <ul> <li> <p>Co-Selling: You are in the room. You provide the technical and sales support to help partners close their deals.</p> </li> <li> <p>Enablement: You ensure our partners’ teams are smarter than our competitors’. You deliver the playbooks, training, and technical confidence they need to lead with Fastly.</p> </li> <li> <p>Co-Marketing: You execute "Marketing to, through, and with" your partners. You don't just "do" marketing; you drive pipeline-generating events and campaigns.</p> </li> <li> <p>Machine Building: You identify the operational "bugs" in our deal registration or onboarding processes and you fix them. You don't wait for permission; you build the better way.</p> </li> </ul> <p><strong><strong>The Individual We Are Looking For</strong></strong></p> <ul> <li> <p>Deeply Technical, Commercially Driven: You can explain WAF, bot detection, and edge infrastructure to an engineer, then switch gears to explain the financial model (rebates, margins, MDF) to a business owner.</p> </li> <li> <p>Builder-at-Heart: You prefer fixing an underlying process once for everyone over executing a manual workaround ten times. You use data to identify where the friction is.</p> </li> <li> <p>High-Agency Owner: You don’t need a task list. You see a gap in partner engagement, you build the fix, and you report the result.</p> </li> <li> <p>Ecosystem Fluent: You have significant experience working with VARs, MSPs, and SIs. You understand the unique economics of their business and how to make Fastly a foundational part of their service offering.</p> </li> </ul> <p><strong><strong>Minimum Qualifications</strong></strong></p> <ul> <li> <p>5+ Years Experience: Proven track record as a high-agency individual contributor in cloud, edge, or enterprise software.</p> </li> <li> <p>Ecosystem Expert: 3+ years of direct experience driving revenue within the VAR/MSP/SI ecosystem.</p> </li> <li> <p>Autonomy: A history of driving cross-functional alignment without for