Partnership Development Manager

About the role

Fastly is looking for a Partner Development Manager to build its partner business in the Eastern US, ideally based in New York or Boston. The role is hands-on and execution-focused: deepening existing partnerships while identifying, recruiting and onboarding new ones. It is remote, open to candidates across the Americas, with 25-50% travel as needed.

Key responsibilities

• Identify, recruit and onboard partners selling Cloud Security, Content Delivery and Edge Compute, then structure and negotiate commercial agreements (Resell, Managed Service, Referral).
• Lead joint business planning, provide technical and sales support to partners, and manage pipeline, forecasting and deal conflicts or pricing issues.
• Deliver playbooks, training and technical certification, and run co-marketing campaigns and events that generate pipeline.

Required profile

• 3-5+ years in Partner Management, Channel Development, Alliance Sales or Business Development, with direct VAR ecosystem experience.
• 5-7 years total in a GTM position in a relevant industry.
• Proven success structuring and negotiating multi-party commercial agreements.
• Ability to work autonomously and drive cross-functional alignment without formal authority.
• Excellent communication and presentation skills, able to engage senior internal and external stakeholders.
• Preferred: Bachelor's degree in CS, Engineering, Information Security or related field; additional language fluency for the territory; prior 0-to-1 channel experience.

Required skills

• Working knowledge of the modern security/edge stack (WAF, DDoS, Edge Infrastructure, serverless compute) for credible technical conversations.

What we offer

• Estimated on-target earnings of $184,508 to $221,409, with a 75/25 base-to-variable split; eligibility for the global sales compensation plan and equity program.
• Medical, dental and vision insurance, family planning and mental health support, Employee Assistance Program, life, disability and accident insurance.
• Flexible vacation, up to 18 days of accrued paid sick leave, 12 paid local holidays and 12 paid wellness days in 2026.
• 401(k) with company match and an employee stock purchase program.