Director of Partnerships - MSP

Fastly • San Francisco, CA

2h • Hybrid

About The Position

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.

Requirements

• 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.

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.

Benefits

• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed
• Number of Employees: 1,001-5,000 employees