Partnership Development Manager

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. 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 Manager Location: US East, NYC or Boston preferred, must be in eastern time zone The Mission Fastly'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, Fastly-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 Work Recruit & 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 Fastly'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 Fastly'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