Director of Partnerships

Fastly; San Francisco (CA); Remote; USD 190,000 - 230,000; Full time

Job summary

Fastly, Inc. is seeking a Director of Partnerships for Brazil to shape our regional partner ecosystem. This leadership role drives strategy with MSPs, MSSPs, VARs, and Referral Partners, building a channel-first motion that delivers recurring revenue and customer success.

The position requires building executive-level relationships (CEO/CTO/CISO) and collaborating with Brazil teams to launch joint offerings powered by Fastly’s edge platform. Remote role open to Brazil residents.

Qualifications

• Bachelor’s degree or higher in Computer Science, Engineering, Information Security, or a related field.

Responsibilities

• Ecosystem Strategy & Recruitment: identify and recruit MSPs, MSSPs, and SI in Brazil for Cloud Security, Content Delivery, and Edge Compute.
• Partner Growth & Co-Innovation: lead JBP sessions, collaborate to build recurring revenue offerings, and maintain executive alignment with partner leaders.
• Go-to-Market & Enablement: partner marketing collaboration, scalable sales playbooks, ensure certification and complete Fastly portfolio positioning.
• Advocacy & Leadership: serve as the voice of Brazilian partners internally to inform Product and Sales.

Skills

Partnerships

Ecosystem development

Channel sales

Executive relationship mgmt

Education

Bachelor’s degree or higher in Computer Science, Engineering, Information Security, or related field

Job description

Director of Partnerships - Brazil

Location: San Francisco, CA

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.

Please Note: This role will be employed and onboarded by a third party partner of Fastly in compliance with local laws and on assignment with Fastly.

Director of Partnerships - Brazil

About the Role

The Global Partnerships team is seeking a seasoned professional to drive the strategy for our partner ecosystem in Brazil. As the Director, Partnerships, you will be a critical leader responsible for transforming how we engage, enable, and scale our regional partners, including Value-Added Resellers (VARs), Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), and Referral Partners. This is a builder’s role. You will be an integral part of an emerging LATAM team at Fastly, working alongside colleagues in Brazil to build our next emerging market through strategic, value-driven partner alliances.

Your core mission will be to establish our platform as the foundational engine for partner growth in the region, enabling our partners to launch, sell, and support next-generation, margin-rich services built entirely on our modern platform. This role is about developing a high-impact, channel-first motion that drives recurring revenue, competitive differentiation, and long-term customer success for the partner. You will own the executive relationship, strategic vision, and overall business outcome for our key partners in Brazil.

Responsibilities

Ecosystem Strategy & Recruitment (The "Hunter" Motion)

• Market Mapping: Identify and recruit top-tier MSPs, MSSPs, and Systems Integrators in Brazil who specialize in Cloud Security, Content Delivery, and Edge Compute.
• Vertical Alignment: Target partners specifically equipped to serve our high-performing verticals, ensuring they understand Fastly's competitive advantage over legacy providers.
• Deal Structuring: Structure and negotiate complex commercial agreements that support various partner models (Resell, Managed Service, Referral, Distributor and Cloud Marketplaces), ensuring mutual profitability and long-term alignment.

Partner Growth & Co-Innovation (The "Farmer" Motion)

• Joint Business Planning (JBP): Lead executive-level planning sessions with key partners to align their service portfolios with Fastly’s product roadmap.
• Service Creation: Collaborate with partners to build unique, "Powered by Fastly" offerings—such as Managed WAF, Advanced Edge Compute solutions, or Observability platforms that generate new recurring revenue streams for them.
• Executive Alignment: Own the C-level relationships (CEO, CTO, CISO) within our partner organizations, acting as their trusted advisor and executive sponsor within Fastly.

Go-to-Market & Enablement

• Sales Activation: Collaborate with Partner Marketing to create scalable sales playbooks and GTM programs that drive consumption within the partner’s field sales teams.
• Enablement: Ensure partner technical and sales teams are fully certified and capable of positioning Fastly’s full portfolio—moving beyond basic delivery to advanced security and compute solutions.
• Pipeline Management: oversee the partner pipeline, ensuring accurate forecasting and healthy deal flow across the region.

Advocacy & Leadership

• Internal Evangelist: Serve as the "Voice of Brazilian Partners" internally, synthesizing market feedback and competitive intelligence (specifically vs. legacy CDN/Security competitors) to inform Fastly’s Product and Sales leadership.

Preferred Qualifications

• Bachelor’s degree or higher in Computer Science, Engineering, Information Security, or a related field.

Work Hours

• This position will require you to be available during core business hours.

Work Location(s) & Travel Requirements

This position is a remote role and open to candidates residing in the following locations:

• Brazil

This position may require travel as required by your role or requested by your manager.

AI Statement

To ensure a fair and equitable interview process for everyone, the use of AI technologies—including real-time transcription tools, automated scripts, AI copilots, or external assistants is strictly prohibited during the interview process unless explicitly authorized by the company in advance. Unauthorized use of AI tools may result in disqualification.

Fastly currently embraces a largely hybrid model for most roles which allows employees flexibility to split their time between the office and home.

This position may require travel as required by your role or requested by your manager.

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 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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