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 Vimeo, Pinterest, The New York Times, and GitHub.

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 flexibi