Senior Partnerships Lead

Fastly
New York
Workplace: RemoteFull timeUSD 184,508 - 221,409 annuallyFunction: Business Development & PartnershipsExperience: 5+ yearsSkills: ["Communication","Collaboration","Problem-solving"]

Lead and scale Fastly's partner ecosystem (VARs, MSPs, and SIs) to drive bookings and partner-sourced pipeline. Build repeatable, automated programs, enable partner teams with playbooks and training, and co-sell with partners through marketing initiatives, while continuously improving deal registration and onboarding processes to maximize partner success and revenue.

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FursaFursa
Fastly
Fastly
2 months ago

Senior Partnerships Lead

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Source: Company careers pageValidated by: Fursa AI
Last checked: 4 hours agoStatus: Live

Job Summary

Lead and scale Fastly's partner ecosystem (VARs, MSPs, and SIs) to drive bookings and partner-sourced pipeline. Build repeatable, automated programs, enable partner teams with playbooks and training, and co-sell with partners through marketing initiatives, while continuously improving deal registration and onboarding processes to maximize partner success and revenue.
Location: New York
Workplace: Remote
Employment Type: Full time
Job Function: Business Development & Partnerships
Seniority: Sr. Manager level

Key Responsibilities

  • •Drive New Bookings and partner-sourced pipeline through a high-agency, partner-focused approach.
  • •Provide technical and sales support to partners to close deals (co-selling).
  • •Deliver partner enablement through playbooks, training, and technical confidence to win against competitors.
  • •Lead co-marketing initiatives with partners to generate pipeline and demand.
  • •Identify and fix operational bottlenecks in deal registration and onboarding to build more efficient processes.
Travel: Low travel

Pay and Benefits

Salary: USD 184,508 - 221,409 annually
Equity and Bonus:Equity
Perks:Health InsuranceDentalVision401kEquity

Key Requirements

  • •5+ years experience as a high-agency individual contributor in cloud, edge, or enterprise software.
  • •3+ years of direct experience driving revenue within the VAR/MSP/SI ecosystem.
  • •Autonomy: history of driving cross-functional alignment without formal authority.
  • •Technical credibility: deep understanding of the modern stack (WAF, DDoS, Edge Infrastructure, serverless).
  • •Ecosystem fluency: significant experience working with VARs, MSPs, and SIs and making Fastly a foundational service offering.
Experience:5+ yearsCloudEdgeEnterprise softwareVAR/MSP/SI ecosystem
Skills:CommunicationCollaborationProblem-solving
Languages:English
Tech Stack:WAFDDoSEdge infrastructureServerless

Company Brief

Fastly
Provides an edge cloud platform and content delivery network (CDN) that enables fast, secure, and scalable delivery of web and streaming content, APIs, and applications with real-time configurability and observability.
Industry: Cloud Computing
Company Size: Enterprise (1,001+ employees)
Revenue: USD 250M to 500M
Growth: Public Company
Valuation: Public Company (Market Cap in USD)
Funding: IPO / Publicly Listed
Headquarters: San Francisco, United States
Founded: 2011
WebsiteLinkedIn