Partnership Development Manager

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

the company helps people stay better connected with the things they love. the company’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. the company’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.

Posting Open Date: 6/24/26

Anticipated Posting Close Date*: 8/31/26

*Job posting may close early due to the volume of applicants.

Partner Development ManagerLocation: US East, NYC or Boston preferred, must be in eastern time zone

The Missionthe company's growth shows no signs of slowing, and our channel is a key part of what's next. We're looking for a Partner Development Manager based in the Eastern US (ideally NY or Boston) to build our partner business in the region: deepening existing partnerships while identifying, recruiting, and onboarding new ones. This isn't a traditional channel management role; it's a hands-on, builder position for someone who thrives on execution. We need a self-starter who moves fast, takes ownership, and isn't afraid to get in the weeds. Success ultimately comes down to revenue driven through and with partners, but getting there requires relentless focus on partner engagement.

How Success is measured

This role is measured against three primary criteria:

• New Bookings: Revenue generated through partners in the region.
• Partner-Sourced Pipeline: Qualified, the company-accepted opportunities that partners bring to the table through joint engagement and their own activities.
• Active, Engaged Partners: Depth over breadth. A healthy, activated portfolio matters more than a long partner list; a smaller set of engaged partners beats a large set of inactive ones.

The Daily WorkRecruit & Structure: 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) that ensure mutual profitability.

Co-Sell & Grow: Lead joint business planning to align partners' service portfolios with the company's roadmap, show up with the technical and sales support partners need to close deals, and manage pipeline, forecasting, and deal conflicts or pricing issues.

Enable & Co-Market: Deliver playbooks, training, and technical certification so partner teams can confidently sell the company's full portfolio, and drive pipeline-generating co-marketing campaigns and events rather than just supporting them.

Minimum Qualifications

• 3-5+ years of experience in Partner Management, Channel Development, Alliance Sales, or Business Development, with direct experience 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 (WAF, DDoS, Edge Infrastructure, serverless compute) sufficient to hold credible technical conversations
• Excellent communication and presentation skills; comfortable engaging senior stakeholders both internally and externally

Preferred Qualifications

• Bachelor's degree in Computer Science, Engineering, Information Security, or related field
• Additional language fluency relevant to your assigned territory (e.g., Spanish for LATAM-facing territories)
• Prior experience in a \"builder\" or 0-to-1 channel role, standing up new partner programs or fixing broken processes

Work Hours

Availability during core business hours is required.

Work Location & Travel

This is a remote role, open to candidates across the Americas. Specific eligible countries/regions to be finalized based on assigned territory. Travel may be required as needed by the role or requested by your manager. 25-50%

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:

East Coast Based (New York Preferred)

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

Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Salary

The estimated range for On-Target Earnings for this role is $184,508.00 to $221,409.00. On-Target Earnings consists of a combination of annual base pay and sales compensation variable target. The standard pay split for this role (i.e. base pay vs. variable target (%) is 75/25.

Starting salary may vary based on permissible, non-discriminatory factors such as experience, skills, qualifications, and location.

This role is eligible to participate in the company’s global sales compensation plan and may participate in the company’s equity plan.

Benefits

We care about you. the company works hard to create a positive environment for our employees, and we think your life outside of work is important too. We support our teams with great benefits that start on the first day of your employment with the company. Curious about our offerings?

We offer a comprehensive benefits package including medical, dental, and vision insurance. Family planning, mental health support along with Employee Assistance Program, Insurance (Life, Disability, and Accident), a Flexible Vacation policy and up to 18 days of accrued paid sick leave are there to help support our employees. We also offer 401(k) (including company match) and an Employee Stock Purchase Program. For 2026, we offer 12 paid local holidays, 12 paid company wellness days.

Why the company?

We have a huge impact. the company 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. the company is chock full of passionate people and we’re not ‘one size fits all’. the company 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.

the company 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, the company 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 the company Employee Relations team at [e-mail] or 501-287-4901.

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