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).
Lead Joint Business Planning (JBP) and Quarterly Business Reviews (QBRs) at the C-level.
Structure and negotiate complex, multi-million dollar margin-rich commercial and technology agreements.
Collaborate with Partner Marketing, Sales, and Product teams to create scalable GTM programs.
Serve as the internal thought leader and voice of the Managed Services channel.
Lead and mentor a small, dedicated team of Partner Development Managers and/or cross-functional virtual teams.

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.

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.
401(k) (including company match) and an Employee Stock Purchase Program.
For 2026, we offer 10 paid local holidays, 11 paid company wellness days.

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

Partner ManagementBusiness DevelopmentAlliance SalesChannel DevelopmentNegotiationCommercial AgreementsProduct IntegrationRecurring Revenue ModelsSaaSIaaS

Soft Skills

LeadershipMentoringAutonomyEngagement with C-level ExecutivesCollaborationStrategic PlanningCommunication