Senior Channel Account Manager

Fastly; Pune District; On-site; INR 2,500,000 - 6,000,000; Full time

Job summary

Fastly is seeking a high-impact Partner Sales Leader to drive channel-driven revenue across India and nearby regional markets. You will originate, nurture, and close deals with VARs, SIs, MSSPs, MSPs, and distributors, while aligning with direct sales and partner reps to hit regional targets.

The role requires 8+ years in enterprise SaaS channel sales or partner management and a proven ability to build pipelines from scratch, with deep knowledge of regional IT security and cloud architectures.

Qualifications

• 8+ years of quota-carrying channel sales or partner management in enterprise SaaS.
• Strong relationships with distributors and SI partners in India.
• Fluent English; strong communication and negotiation skills.

Skills

Channel sales

Partnership management

Enterprise SaaS

Cloud/ CDN

Negotiation

Tools

Salesforce

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. We're building a more trustworthy Internet. Come join us.

You will build, activate, and run our partner-first go-to-market engine across India and regional markets (Pakistan, Bangladesh, Nepal, Sri Lanka). This is not a passive alliance or administrative partner role. We need an aggressive, revenue-driven builder who proactively hunts alongside partners; originates new pipeline, and turns ecosystem relationships into closed revenue. In this role, you cannot wait for the channel to bring inbound leads; you will drive the co-selling cadence, initiate joint territory campaigns, qualify high-value deals and steer deals across the finish line with our direct sales team and partner reps.

Drive net-new pipeline creation. Lead proactive account mapping, joint prospecting, and outbound campaigns with partner sales forces. Map and onboard high-performing Value-Added Resellers (VARs), National & Global System Integrators (SIs), Managed Security Service Providers (MSSPs), Managed Services Providers (MSPs) and regional distributors. Establish clear revenue targets, deal-registration commitments, and measurable go-to-market motions with Tier-1 partners. Act as the connective tissue between regional direct Account Executives (AEs) and partner sales teams. Work with Solutions Engineering and Partner Enablement to rapidly ramp partner technical pre-sales and field reps. Adapt commercial engagement and distribution channels to suit local cross-border dynamics. Take end-to-end accountability for partner-sourced and partner-influenced pipeline.

8+ years of quota-carrying channel sales or partner management experience within enterprise SaaS, cloud infrastructure, CDN, or cybersecurity. Proven ability to build pipelines from scratch. Deep existing relationships with key regional distributors, tier-one IT security VARs, and leading System Integrators across India. High conversational fluency in web application architecture, cloud networking, cyber threat vectors, and API security. Comfort operating in a fast-evolving regional territory with minimal supervision.

Preferred: Established relationships and prior commercial wins with tier-1 Indian telco enterprise divisions.

Preferred: Proven track record onboarding and monetizing regional two-tier distribution networks across emerging South Asian markets.

Preferred: Hands-on experience structuring bundled managed service offerings with top MSSP SOC teams.

Preferred: Prior background executing cloud marketplace transacting models (AWS, GCP, Azure).

Preferred: Deep exposure to regional BFSI, high-traffic media/OTT, or hyper-scale e-commerce architectures.