Partnership Development Manager

• Fastly’s growth shows no signs of slowing, and our channel is a key part of what’s next. We’re looking for a Partner Development Manager based in the Eastern US (ideally NY or Boston) to build our partner business in the region: deepening existing partnerships while identifying, recruiting, and onboarding new ones. This isn’t a traditional channel management role; it’s a hands-on, builder position for someone who thrives on execution
• Success ultimately comes down to revenue driven through and with partners, but getting there requires relentless focus on partner engagement
• This role is measured against three primary criteria:
• New Bookings: Revenue generated through partners in the region
• Partner-Sourced Pipeline: Qualified, Fastly-accepted opportunities that partners bring to the table through joint engagement and their own activities
• Active, Engaged Partners: Depth over breadth. A healthy, activated portfolio matters more than a long partner list; a smaller set of engaged partners beats a large set of inactive ones
• Recruit & Structure: Identify, recruit, and onboard partners equipped to sell Cloud Security, Content Delivery, and Edge Compute, then structure and negotiate commercial agreements (Resell, Managed Service, Referral) that ensure mutual profitability
• Co-Sell & Grow: Lead joint business planning to align partners’ service portfolios with Fastly’s roadmap, show up with the technical and sales support partners need to close deals, and manage pipeline, forecasting, and deal conflicts or pricing issues
• Enable & Co-Market: Deliver playbooks, training, and technical certification so partner teams can confidently sell Fastly’s full portfolio, and drive pipeline-generating co-marketing campaigns and events rather than just supporting them

Benefits

• Parental support and beyond: We support our families by offering generous time off for parental leave. And beyond that, we work hard to build a culture that allows for all employees to have the life outside work that they desire year round.
• Health and wellness:
  Your well-being matters here. Our health plans offer a variety of options, including full medical, dental, and vision coverage, short- and long-term disability insurance, mental health resources, and more.
• Invest in your future:
  We offer 401(k)/retirement plans, employee stock purchasing plans (ESPP), and reimbursements for learning and development programs — so we can support your ongoing growth and success.
• Keep learning and growing: Helping people go further means nurturing their talent. Through annual reimbursements for employee learning activities, regular hangouts and advice from our Senior Staff, talks from industry leaders, and cultural events — we offer tons of opportunities for people to learn. And we’re always looking to grow as a company, too: we collect employee engagement and experience data annually and leverage our Employee Experience Champion Network to understand employee feedback, so we can keep improving.

• We need a self-starter who moves fast, takes ownership, and isn’t afraid to get in the weeds
• Demonstrated success structuring and negotiating multi-party commercial agreements
• Proven ability to work autonomously and drive cross-functional alignment without formal authority
• 3-5+ years of experience in Partner Management, Channel Development, Alliance Sales, or Business Development, with direct experience in the VAR ecosystem
• Working knowledge of the modern security/edge stack (WAF, DDoS, Edge Infrastructure, serverless compute) sufficient to hold credible technical conversations
• 5-7 years of experience total in a GTM position in relevant industry
• Excellent communication and presentation skills; comfortable engaging senior stakeholders both internally and externally
• Availability during core business hours is required
• Bachelor’s degree in Computer Science, Engineering, Information Security, or related field
• Additional language fluency relevant to your assigned territory (e.g., Spanish for LATAM-facing territories)
• Prior experience in a “builder” or 0-to-1 channel role, standing up new partner programs or fixing broken processes

• Anticipated Posting Close Date*: 8/31/26
• A fully completed application and resume or CV are required when applying