Partner Development Lead - France

Fastly, Inc.; Paris; On-site; EUR 80,000 - 120,000; Full time

Job summary

Fastly, Inc. is seeking a France-focused Partner Development role to own and grow partner-attached bookings. You will recruit top-tier MSPs, MSSPs, VARs and SIs, and execute a partner-first go-to-market motion that drives new business across France.

The role reports to the Director of Partner Development - EMEA and centers on building long-term, high-value partnerships to scale revenue through co-selling and joint initiatives.

Qualifications

• Outcome ownership and self-directed execution.
• Commercial and technical judgment for cloud and security deals.
• Native French, business English, and a strong French IT/cloud/security network.
• Proven track record in structuring and running partnerships and alliances.

Responsibilities

• Recruit: map the tech ecosystem in France to identify, pitch, and sign top-tier partners.
• Scale: lead Joint Business Planning (JBP) with partners to design sales initiatives and programs.
• Activate & Enable: train partner teams, deploy playbooks, accelerate deal velocity.
• Execution: own regional partner forecasting, deal registration, and co-selling across France.

Skills

Partner development

Negotiation

Joint Business Planning

Co-selling

Job description

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 do our customers have a tremendous user base, but we also support a growing number of open 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 are passionate. Fastly is chock full of passionate people and we’re not ‘one size fits all’. Fastly employs authors, pilots, skiers, parents (of humans and animals), makeup geeks, coffee connoisseurs, and more. We love employees for who they are and what they are passionate about.

Fastly is committed to ensuring equal employment opportunity and to providing employees with a safe and welcoming work environment free of discrimination and harassment. Our employment decisions are based on business needs, job requirements and individual qualifications. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, family or parental status, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.

Consistent with the Americans with Disabilities Act (ADA) and federal or state disability laws, Fastly will provide reasonable accommodations for applicants and employees with disabilities. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact your Recruiter, or the Fastly Employee Relations team at [e-mail] or 501-287-4901.

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