Partner Strategy & Operations Sr. Analyst

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: March 30th, 2026

Anticipated Posting Close Date*: April 30th, 2026

*Job posting may close early due to the volume of applicants.

 

Partner Strategy & Operations Sr. Analyst

If you have a successful track record in program management, pre-sales and partner operations, working with a high performing team, we wish to hear from you. In this role you will be providing first class operational management to our Sales organization. You are the strategic advisor and operational driver of the global Partner Program's infrastructure. You will execute the processes that enable our partners (VARs, OEMs, SIs, MSPs, Referrals and Marketplaces) to thrive, directly influencing cross-functional success across the company. In addition, you will drive operational improvements in the areas of process, workflow, communication, strategy and reporting.

What You'll Do:

• Understand the business vision and strategy of our Partner Program Leadership team; help conceptualize where this program should be in 3 months, and 3 years from now.
• Own the execution of the end-to-end partner lifecycle, including the operational structure for partner recruitment, onboarding, tiering, and certification.
• Manage as a Program Manager the discussions and bring everyone together (Partner team, Operations, Enablement, Marketing, Finance, Sales, etc.) to deliver on the execution of program initiatives.
• Serve as the key operational expert, driving alignment across all stakeholders to ensure all partner ecosystem processes support broader company objectives.
• Ensure on-time execution, system scoping, design, and implementation for all strategic initiatives.
• Manage the day-to-day operations side of this program, understanding how the systems are built, and maintain and enhance the processes to scale.
• Serve as the primary SME for the Partner Relationship Management (PRM) system.
• Ensure seamless deal registration process, partner pipeline hygiene, and data accuracy.
• Report on the program execution and performance, from partner recruitment effectiveness to revenue and productivity metrics.
• Define Key Performance Indicators (KPIs) and work with the Partner Program Leadership team to implement reporting and dashboards that provide visibility into program health and performance.
• Develop and manage competitive, data-driven "win-win" incentive structures (e.g., MDF programs, Rebate Programs) that motivate desired partner behavior and align with Fastly's goals.

What We're Looking For:

• 2-5 years of partner operations experience, or sales operations with strong exposure to partner programs.
• Problem solving experience in a sales operations or a business analyst role.
• Expert knowledge of Salesforce and Partner Relationship Management (PRM) systems. Advanced Excel or Google Sheets experience is critical.
• Strategic mindset: You don't just follow a playbook; you build, implement, and iterate on it.
• Analytical rigor: You are adept at using data to measure impact, make decisions, and influence stakeholders.
• Detail oriented and highly organized with the ability to prioritize multiple deadlines simultaneously.
• Excellent written and verbal communication skills.

We’ll be super impressed if you have experience in any of these:

• Developing understanding of emerging technology (AI)
• Partner Operations experience in the SaaS world
• Familiarity with tracking metrics like Partner Activation Rate, Pipeline Velocity, and Partner-Sourced Pipeline and Bookings.
• Strong experience in Lucid charts and other Project Management tools.
• Budgeting and resource allocation experience.
• Experience in a fast growing, medium-sized company.

Work Hours:

This position will require you to be available during core business hours and as needed to collaborate with teams on different time zones.

Work Location(s) & Travel Requirements:

This position is open to US-remote locatio