Director of Partnerships - MSP

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: 1/21/26 Anticipated Posting Close Date*: 3/30/26 *Job posting may close early due to the volume of applicants. Director, Partnerships - MSP About the Role The Global Partnerships team is seeking a seasoned professional to define and drive the strategy for our Managed Services ecosystem. As the Strategic Partner Director, Managed Services (MSP/MSSP), you will be a critical leader responsible for transforming how our largest service providers leverage Fastly. Your core mission will be to establish Fastly as the foundational engine for partner growth—enabling our MSP and MSSP partners to launch next-generation, margin-rich services built entirely on our modern platform. This role is not about transactional selling; it is about co-innovating service offerings that drive recurring revenue, competitive differentiation, and long-term customer success for the partner. You will own the executive relationship, strategic vision, and overall business outcome for a select portfolio of top-tier global partners. Responsibilities Strategy & Vision: 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. Co-Innovation & Service Development: 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. Executive Alignment: 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. Commercial Negotiation: 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. Go-to-Market (GTM) Execution: 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. Channel Advocacy: 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. Team Leadership: 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. Minimum Qualifications 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. Work Hours: This position will require you to be available during core business hours. Work Location(s) & Travel Requirements: This position is open to Hybrid And Remote Work Locations. The preferred locations for this position are: Denver, NY, SF or Seattle (hybrid/remote) Fastly currently embraces a largely hybrid model for most roles which allows employees flexibility to split their time between the office and home. There is a strong preference for Hybrid near a local office. However, we may be willing to consider remote candidates within the US. This position may require travel as required by your role or requested by your manager. Salary: The estimated range for On-Target Earnings for this role is $258,252 to $309,902. On-Target Earnings consists of a combination of annual base pay and sales compensation variable target. The standard pay split for this role (i.e. base pay vs. variable target %) is 75%/25%. Starting salary may vary based on permissible, non-discriminatory factors such as experience, skills, qualifications, and location. This role is eligible to participate in Fastly’s global sales compensation plan and may participate in Fastly’s equity program. Benefits: We care about you. Fastly works hard to create a positive environment for our employees, and we think your life outside of work is important too. We support our teams with great benefits that start on the first day of your employment with Fastly. Curious about our offerings? We offer a comprehensive benefits package including medical, dental, and vision insurance. Family planning, mental health support along with Employee Assistance Program, Insurance (Life, Disability, and Accident), a Flexible Vacation policy and up to 18 days of accrued paid sick leave are there to help support our employees. We also offer 401(k) (including company match) and an Employee Stock Purchase Program. For 2026, we offer 10 paid local holidays, 11 paid company wellness days. Why Fastly? We have a huge impact. Fastly is a small company with a big reach. Not only do our customers have a tremendous user base, but we also support a growing number of open source projects and initiatives. Outside of code, employees are encouraged to share causes close to their heart with others so we can help lend a supportive hand. We value diversity. Growing and maintaining our inclusive and diverse team matters to us. We are committed to being a company where our employees feel comfortable bringing their authentic selves to work and have the ability to be successful -- every day. We are passionate. Fastly is chock full of passionate people and we’re not ‘one size fits all’. Fastly employs authors, pilots, skiers, parents (of humans and animals), makeup geeks, coffee connoisseurs, and more. We love employees for who they are and what they are passionate about. We’re always looking for humble, sharp, and creative folks to join the Fastly team. If you think you might be a fit please apply! A fully completed application and resume or CV are required when applying. All job applications must be submitted through our official careers site at www.fastly.com/about/careers. We will never request sensitive information, such as your Social Security number, bank account or credit card information during the application process. All official communication will come from an @fastly.com or @recruiting.fastly.com email address. Fastly is committed to ensuring equal employment opportunity and to providing employees with a safe and welcoming work environment free of discrimination and harassment. Our employment decisions are based on business needs, job requirements and individual qualifications. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, family or parental status, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. Consistent with the Americans with Disabilities Act (ADA) and federal or state disability laws, Fastly will provide reasonable accommodations for applicants and employees with disabilities. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact your Recruiter, or the Fastly Employee Relations team at candidateaccommodations@fastly.com or 501-287-4901. Fastly collects and processes personal data submitted by job applicants in accordance with our Privacy Policy. Please see our privacy notice for job applicants.