Fastly · 1 day ago
Director of Partnerships - MSP
San Francisco, CA
Full-time
Hybrid
Director/Executive
$258K/yr - $310K/yr
10+ years expFastly is a company that helps people stay better connected through its edge cloud platform. They are seeking a Director of Partnerships for Managed Services to drive strategy and establish Fastly as a foundational engine for partner growth, focusing on co-innovation and service development with top-tier global partners.
Cloud Data ServicesCloud InfrastructureCloud SecurityContent Delivery NetworkEnterprise SoftwareSecuritySoftware
Responsibilities
Define and execute a multi-year global strategy for the recruitment, enablement, and scaling of a portfolio of Tier 1 global and regional MSP/MSSP partners
Drive Joint Solution Development to build unique, Fastly-powered managed services (e.g., Advanced Cloud WAF offerings, Managed Edge Compute, enhanced observability platforms) that generate new, recurring revenue streams for the partner
Lead Joint Business Planning (JBP) and Quarterly Business Reviews (QBRs) at the C-level, aligning the Fastly product roadmap with the partner's service portfolio, investment priorities, and long-term customer success metrics
Structure and negotiate complex, multi-million dollar margin-rich commercial and technology agreements that contractually incentivize partners to deeply embed Fastly’s technology as a core, high-value component of their managed security, networking, and delivery stacks
Collaborate with Partner Marketing, Sales, and Product teams to create scalable GTM programs, sales playbooks, and training materials that drive Fastly consumption and adoption within the partner’s field sales organization
Serve as the internal thought leader and voice of the Managed Services channel, synthesizing partner feedback, market needs, and competitive intelligence to inform Fastly's product development and corporate strategy
With growth of the portfolio, you will come to lead and mentor a small, dedicated team of Partner Development Managers and/or cross-functional virtual teams to achieve partnership goals
Qualification
Required
10 years of experience in Partner Management, Business Development, Alliance Sales, or Channel Development, with significant experience managing high-impact global accounts or partners
7 years of experience working specifically within the MSP/MSSP ecosystem or with partners focused on recurring, usage-based revenue models (SaaS/IaaS/PaaS)
Demonstrated experience in structuring and negotiating complex, multi-party commercial agreements that involve product integration and joint liability
Proven ability to work autonomously, lead without authority, and engage effectively with C-level executives (CEO, CTO, CISO) both internally and externally
Preferred
This position is open to Hybrid And Remote Work Locations
The preferred locations for this position are: Denver, NY, SF or Seattle (hybrid/remote)
Benefits
Medical, dental, and vision insurance
Family planning
Mental health support along with Employee Assistance Program
Insurance (Life, Disability, and Accident)
A Flexible Vacation policy
Up to 18 days of accrued paid sick leave
401(k) (including company match)
Employee Stock Purchase Program
10 paid local holidays
11 paid company wellness days
Company
Fastly
Fastly helps digital businesses keep pace with their customer expectations by delivering secure and online experiences.
1001-5000 employees
H1B Sponsorship
Fastly has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (9)
2024 (11)
2023 (7)
2022 (12)
2021 (6)
2020 (5)
Funding
Current Stage
Public CompanyTotal Funding
$529MKey Investors
DTCPICONIQ GrowthAugust Capital
2025-12-05Post Ipo Debt· $160M
2024-12-02Post Ipo Debt· $150M
2019-05-16IPO
Leadership Team
Kip Compton
Chief Executive Officer
Hooman Beheshti
VP Technology
Recent News
2026-01-22
Digital News Asia
2026-01-15
Company data provided by crunchbase