Partnership Development Manager
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 Partner Development Manager
Builds
Partner-sourced revenue and pipeline for Fastly's edge cloud platform
Domain
Cloud Security, Content Delivery, Edge Compute, VAR ecosystem
Deliverable
production ML models | product features | dashboards & analysis | research | client delivery | infrastructure | physical/clinical work
Required skills
Partner management, channel development, alliance sales, business development, multi-party commercial agreement negotiation, autonomous cross-functional alignment, technical credibility in security/edge stack
Preferred skills
0-to-1 channel program building, process optimization, Spanish fluency
Technologies
WAF, DDoS protection, Edge Infrastructure, serverless compute
Responsibilities
Identify and onboard VAR partners; structure and negotiate commercial agreements (Resell, Managed Service, Referral); 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