Partner Development Lead

Tech Sales Jobs; Paris; On-site; EUR 120,000 - 180,000; Full time

Job summary

Fastly in Paris, France is seeking a Partner Development Lead to own and grow partner-attached bookings across France. You will recruit regional MSPs/MSSPs, VARs, and SIs, executing a partner-first GTM to build long-term alliances that drive new business.

Reporting to the Director of Partner Development - EMEA, you will lead JBPs, enable partner teams, and accelerate deal velocity across the French market.

Qualifications

• Self-directed execution with the ability to identify and fill market gaps in France.
• Ability to drive complex negotiations and architectural discussions around cloud security.
• Deep networks across French IT, cloud, and security channels.
• Proven track record in structuring and running partnerships and alliances.

Responsibilities

• Recruit: map the French tech ecosystem to identify and sign top-tier partners.
• Scale: lead joint business planning with partners to design initiatives and programs.
• Activate & Enable: work with enablement, AEs, and marketing to train partner teams.
• Execution: own regional partner forecasting, deal registration, and co-selling.

Skills

Outcome ownership

Commercial judgment

Technical judgment

French market depth

Job description

Partner Development Lead - France

Location: Paris, France

Department: Partner & Indirect Sales

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.

The Role

You own and grow partner-attached bookings and ecosystem growth across France. Reporting to the Director of Partner Development - EMEA, you will recruit top-tier regional partners (MSPs, MSSPs, VARs, SIs), and execute a partner-first go-to-market motion, building long-term, high-value partnerships that drive new business. If France grows and our partners succeed, you win.

Core Technology Focus

CDN & Edge Compute | Next-Gen WAF | DDoS & Bot Mitigation | Edge Observability

The Role

• Recruit: Map the tech ecosystem in France to identify, pitch, and sign top-tier security, cloud, and edge partners.
• Scale: Lead Joint Business Planning (JBP) with key partners to design sales initiatives, marketing activities, programs, and offerings that generate new opportunities with and through partners.
• Activate & Enable: Partner with enablement, AEs, and marketing to train partner technical teams, deploy playbooks, and accelerate deal velocity.
• Execution: Own regional partner forecasting, deal registration, and co-selling operations across France.

What We Look For

• Outcome Ownership: Self-directed execution. You identify market gaps in France and fill them without needing a task list.
• Commercial & Technical Judgment: Comfortable driving complex negotiations and holding credible architectural conversations around cloud and security.
• French Market Depth: Native fluency in French, business English, and an established network across French IT, cloud, and security channels.
• Proven Track Record: Demonstrated success structuring and running partnerships and alliances and scaling partner-attached bookings.

Why Fastly?

• We have a huge impact.Fastly is a small company with a big reach. Not only doour customershave a tremendous user base, but we also support a growing number ofopen source projects and initiatives.Outside of code, employees are encouraged to share causes close to their heart with others so we can help lend a supportive hand.

• We value diversity.Growing and maintaining our inclusive and diverse team matters to us. We are committed to being a company where our employees feel comfortable bringing their authentic selves to work and have the ability to be successful -- every day.

• We