Partnership Development Manager

Join Fastly, a leading edge cloud platform, as a Partnership Development Manager. In this hands-on role, you will build and deepen partnerships in the Eastern US, drive revenue through partner engagement, and lead joint business planning. You will also deliver training and co-marketing campaigns to support partner success. Enjoy a range of benefits including generous parental leave, health and wellness coverage, retirement plans, and opportunities for ongoing learning and development.

Missions

• Identifying, recruiting, and onboarding new partners while deepening existing partnerships.
• Driving revenue through and with partners, focusing on new bookings and partner-sourced pipeline.
• Leading joint business planning, providing technical and sales support, and managing pipeline and deal conflicts.

Profil recherché

- Demonstrated success structuring and negotiating multi-party commercial agreements

- Proven ability to work autonomously and drive cross-functional alignment without formal authority

- 3-5+ years of experience in Partner Management, Channel Development, Alliance Sales, or Business Development, with direct experience in the VAR ecosystem

- Working knowledge of the modern security/edge stack (WAF, DDoS, Edge Infrastructure, serverless compute) sufficient to hold credible technical conversations

- 5-7 years of experience total in a GTM position in relevant industry

- Excellent communication and presentation skills; comfortable engaging senior stakeholders both internally and externally

- Availability during core business hours is required

- 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