Partner Growth Lead for Cloud Security & Edge

Fastly, Inc.; United States; Remote; USD 185,000 - 221,000; Full time

Job summary

Fastly, Inc. is seeking a Partner Development Manager to build and accelerate our partner ecosystem across the Eastern US.

Based in the East (NYC or Boston preferred), you will recruit, onboard, and enable partners to sell Cloud Security, Content Delivery, and Edge Compute solutions, with a hands-on, go-to-market focus. You will structure commercial agreements, drive joint business planning, and co-market initiatives.

Qualifications

• 3-5+ years of experience in Partner Management, Channel Development, Alliance Sales, or Business Development in the VAR ecosystem.
• 5-7 years of experience total in a GTM position in relevant industry.
• Demonstrated success structuring and negotiating multi-party commercial agreements.
• Proven ability to work autonomously and drive cross-functional alignment without formal authority.
• Working knowledge of the modern security/edge stack to hold credible technical conversations.
• Excellent communication and presentation skills; comfortable engaging senior stakeholders.

Responsibilities

• Identify, recruit, and onboard partners equipped to sell Cloud Security, Content Delivery, and Edge Compute, then structure and negotiate commercial agreements (Resell, Managed Service, Referral) for mutual profitability.
• Lead joint business planning to align partners' portfolios with the company's roadmap and provide the technical and sales support needed to close deals, while managing pipeline, forecasting, and pricing issues.
• Deliver playbooks, training, and technical certification so partner teams can confidently sell the full portfolio and drive co-marketing campaigns and events.

Skills

Partner management

Channel development

Alliance sales

Business development

Autonomous work

Education

Bachelor's degree or higher

Job description

Fastly, Inc. is seeking a Partner Development Manager to build and accelerate our partner ecosystem across the Eastern US.

Based in the East (NYC or Boston preferred), you will recruit, onboard, and enable partners to sell Cloud Security, Content Delivery, and Edge Compute solutions, with a hands-on, go-to-market focus. You will structure commercial agreements, drive joint business planning, and co-market initiatives.