Partnership Development Manager

USARemoteFull-time$185k–$221k2026-10-21 → 2026-11-10

Remote

Core

Build Fastly's partner business in the Eastern US by recruiting, onboarding, and managing VAR partners to sell Cloud Security, Content Delivery, and Edge Compute.

Role type

Senior IC partnership development manager (channel sales)

Builds

Partner-led revenue and pipeline for edge cloud platform services

Domain

Cloud infrastructure / Edge computing / Cybersecurity

Required skills

Partner management, channel development, alliance sales, business development, VAR ecosystem experience, multi-party commercial agreement negotiation, cross-functional alignment, technical stack knowledge (WAF, DDoS, Edge Infrastructure, serverless)

Preferred skills

0-to-1 channel program building, process optimization, additional language fluency

Technologies

WAF, DDoS protection, Edge Infrastructure, serverless compute

Responsibilities

Identify, recruit, and onboard partners; structure and negotiate commercial agreements; lead joint business planning and co-selling; manage pipeline, forecasting, and deal conflicts; deliver training, playbooks, and co-marketing campaigns

Seniority

Senior, hands-on IC

About Fastly

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.