Senior Partnerships Lead

Fastly; United States; Remote; USD 150,000 - 210,000; Full time

Job summary

Fastly is seeking a Senior Partnerships Lead for the New York/East Coast region with remote work options. You will architect and scale a partner ecosystem of VARs, MSPs, and SIs to accelerate joint revenue and customer success.

You will lead co-selling, enablement, and co-marketing initiatives, ensuring high-quality opportunities and efficient onboarding. A builder mindset and strong technical fluency are essential.

Qualifications

• Deeply technical, commercially driven – able to discuss WAF, bot detection, and edge infrastructure with engineers and translate that into business value.
• Builder-at-Heart: fix underlying processes rather than applying quick fixes.
• High-Agency Owner: take charge to improve deal registration and onboarding.

Responsibilities

• Co-Selling: be in the room to support partners’ deals.
• Enablement: deliver playbooks, training, and confidence for partners.
• Co-Marketing: drive pipeline-generating events with partners.
• Machine Building: identify and fix operational bugs in processes.

Skills

Technical & commercial

Builder mindset

High-ownership

Job description

Senior Partnerships Lead - New York/East Coast | Remote

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 Mission

We are building the engine that powers our partners’ growth. You are not here to \"manage a channel.\" You are here to build a repeatable, scalable, and automated sales machine. You are a Builder‑Seller: an expert who understands our technical product well enough to handle introductory, product focused conversations, and a hunter who knows how to drive the sales outcome.Our ecosystem is primarily composed of VARs, MSPs, and SIs. Your success is defined by their success. You are the architect of that relationship.

The Scoreboard (Lag Measures)

• New Bookings: You are accountable for the revenue generated through your partners.
• Partner‑Sourced Pipeline: You are the bridge. We don't want \"fluff\"; we want high-quality, qualified opportunities formally accepted by Fastly.
• Active/Engaged Partners: We prioritize depth over breadth. You own the health and activity level of your partner portfolio.

The Daily Work (Lead Measures)

• Co‑Selling: You are in the room. You provide the technical and sales support to help partners close their deals.
• Enablement: You ensure our partners’ teams are smarter than our competitors. You deliver the playbooks, training, and technical confidence they need to lead with Fastly.
• Co‑Marketing: You execute \"Marketing to, through, and with\" your partners. You don't just \"do\" marketing; you drive pipeline‑generating events and campaigns.
• Machine Building: You identify the operational \"bugs\" in our deal registration or onboarding processes and you fix them. You don't wait for permission; you build the better way.

The Individual We Are Looking For

• Deeply Technical, Commercially Driven: You can explain WAF, bot detection, and edge infrastructure to an engineer, then switch gears to explain the financial model (rebates, margins, MDF) to a business owner.
• Builder‑at‑Heart: You prefer fixing an underlying process once for everyone over executing a manual workaround ten times. You use data to identify where the friction is.
• High-Agency Owner: