[![Image]() Meet Jobicy Copilot — free AI autofill for job applications + remote job alerts ›](#) [All remote jobs](https://jobicy.com/jobs.md)Open role[![Fastly logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2021/10/127f9e4bbbdb8767bef358a23bf7f73d.jpeg)](https://jobicy.com/company/fastly.md)Remote opportunity at[Fastly](https://jobicy.com/company/fastly.md) # Senior Partnerships Lead Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move. [Apply for this job](#job-application)[View company](https://jobicy.com/company/fastly.md)Share20 Sep 2026Published45Listing views4Application actions20 Oct 2026Apply before Opportunity details ## About this role. AI SummaryFastly is seeking a Senior Partnerships Lead to grow revenue through VAR, MSP, and systems-integrator partners across the East Coast. This is a builder-seller role combining channel strategy, technical product conversations, co-selling, partner enablement, and pipeline-generating co-marketing. The successful candidate will own partner-sourced pipeline, new bookings, and partner engagement while improving operational processes such as onboarding and deal registration. The role requires substantial autonomy, strong cross-functional influence, and technical credibility in WAF, DDoS, edge infrastructure, and serverless computing. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 5/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a senior revenue-owning channel role requiring both deep ecosystem expertise and enough technical fluency to support security and edge-infrastructure sales conversations. Success is measured against direct commercial outcomes while the individual independently builds scalable partner motions across multiple functions. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job medianHighly competitive$202,959US market range$160k–$240k0$264k AI insightThe disclosed yearly USD on-target earnings range is $184,508 to $221,409, producing a midpoint of $202,958.50. This range is competitive for a senior US-based cloud-security and edge-platform partnerships leader with revenue ownership; a reasonable broader US market estimate is approximately $160,000 to $240,000 in annual OTE, depending on territory, partner portfolio, and variable-pay design. ## Core skills Skills and capabilities most closely associated with this opportunity. [Channel partnerships](https://jobicy.com/jobs?search_keywords=Channel%20partnerships.md)[Business development](https://jobicy.com/jobs?search_keywords=Business%20development.md)[VAR ecosystem](https://jobicy.com/jobs?search_keywords=VAR%20ecosystem.md)[MSP ecosystem](https://jobicy.com/jobs?search_keywords=MSP%20ecosystem.md)[Systems integrators](https://jobicy.com/jobs?search_keywords=Systems%20integrators.md)[Co-selling](https://jobicy.com/jobs?search_keywords=Co-selling.md)[Partner enablement](https://jobicy.com/jobs?search_keywords=Partner%20enablement.md)[Cloud security](https://jobicy.com/jobs?search_keywords=Cloud%20security.md)[Edge computing](https://jobicy.com/jobs?search_keywords=Edge%20computing.md)[Pipeline generation](https://jobicy.com/jobs?search_keywords=Pipeline%20generation.md) Sample interview questionsHow would you prioritize VAR, MSP, and SI partners during your first 90 days?I would segment partners by current revenue, pipeline potential, technical fit, geographic coverage, executive sponsorship, and willingness to invest in enablement. I would then create focused account plans for the highest-potential partners, establish measurable activation milestones, and build a repeatable tiering framework for the wider portfolio. Describe how you would turn a technically capable partner into a consistent source of qualified pipeline. I would first identify the partner’s target customer profiles and services motion, then align Fastly use cases to those priorities. I would provide sales plays, technical training, qualification criteria, joint account mapping, and recurring pipeline reviews so the partner can identify, position, and advance opportunities independently. How would you explain the value of Fastly’s WAF and edge capabilities to both an engineer and a partner business owner? For engineers, I would focus on protection efficacy, performance, programmability, visibility, and integration with modern application delivery workflows. For a business owner, I would translate those capabilities into recurring services revenue, customer retention, differentiated offerings, margins, and lower operational risk. Tell us about an operational issue in a partner program that you would address without waiting for formal direction. I would quantify where friction occurs, such as low deal-registration completion or slow onboarding, interview the affected users, and map the existing workflow. I would propose a lightweight solution with clear ownership and success metrics, pilot it with a small partner group, and use results to drive broader adoption. How do you maintain accountability for bookings while working through partners you do not directly manage? I establish shared goals, mutual action plans, defined opportunity stages, and a regular business cadence with both partner and internal stakeholders. I use transparent dashboards and executive alignment to make blockers visible, while ensuring every activity connects to qualified pipeline, conversion, and bookings outcomes. 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: 6/24/26 Anticipated Posting Close Date*: 8/31/26 *Job posting may close early due to the volume of applicants. Senior Partnerships Lead – New York/East Coast | Remote The Mission We are building the engine that powers our partners’ growth. You are not here to “manage a channel.” You are here to build a repeatable, scalable, and automated sales machine. You are a Builder-Seller: an expert who understands our technical product well enough to handle introductory, product focused conversations, and a hunter who knows how to drive the sales outcome. Our ecosystem is primarily composed of VARs, MSPs, and SIs. Your success is defined by their success. You are the architect of that relationship. The Scoreboard (Lag Measures) Success is binary and measurable. You own these three outcomes: * New Bookings: You are accountable for the revenue generated through your partners. * Partner-Sourced Pipeline: You are the bridge. We don’t want “fluff”; we want high-quality, qualified opportunities formally accepted by Fastly. * Active/Engaged Partners: We prioritize depth over breadth. You own the health and activity level of your partner portfolio. The Daily Work (Lead Measures) You don’t get the outcomes above without the inputs. You are expected to operate with high agency on: * Co-Selling: You are in the room. You provide the technical and sales support to help partners close their deals. * Enablement: You ensure our partners’ teams are smarter than our competitors’. You deliver the playbooks, training, and technical confidence they need to lead with Fastly. * Co-Marketing: You execute “Marketing to, through, and with” your partners. You don’t just “do” marketing; you drive pipeline-generating events and campaigns. * Machine Building: You identify the operational “bugs” in our deal registration or onboarding processes and you fix them. You don’t wait for permission; you build the better way. The Individual We Are Looking For * Deeply Technical, Commercially Driven: You can explain WAF, bot detection, and edge infrastructure to an engineer, then switch gears to explain the financial model (rebates, margins, MDF) to a business owner. * Builder-at-Heart: You prefer fixing an underlying process once for everyone over executing a manual workaround ten times. You use data to identify where the friction is. * High-Agency Owner: You don’t need a task list. You see a gap in partner engagement, you build the fix, and you report the result. * Ecosystem Fluent: You have significant experience working with VARs, MSPs, and SIs. You understand the unique economics of their business and how to make Fastly a foundational part of their service offering. Minimum Qualifications * 5+ Years Experience: Proven track record as a high-agency individual contributor in cloud, edge, or enterprise software. * Ecosystem Expert: 3+ years of direct experience driving revenue within the VAR/MSP/SI ecosystem. * Autonomy: A history of driving cross-functional alignment without formal authority. * Technical Credibility: Deep understanding of the modern stack: WAF, DDoS, Edge Infrastructure, and serverless compute. Work Hours: * This position will require you to be available during core business hours. Work Location(s) & Travel Requirements: This position is a remote role and open to candidates residing in the following locations: East Coast Based (New York Preferred) This position may require travel as required by your role or requested by your manager. Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring Ordinance, we will consider for employment qualified applicants with arrest and conviction records. Salary: The estimated range for On-Target Earnings for this role is $184,508.00 to $221,409.00. 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 12 paid local holidays, 12 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](https://www.fastly.com/customers) have a tremendous user base, but we also support a growing number of[open source projects and initiatives](https://www.fastly.com/open-source/). 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](http://www.fastly.com/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](http://fastly.com) or @[recruiting.fastly.com](http://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](mailto:candidateaccommodations@fastly.com) or 501-287-4901. Fastly collects and processes personal data submitted by job applicants in accordance with our[Privacy Policy](https://www.fastly.com/privacy). Please see our[privacy notice for job applicants](https://www.fastly.com/privacy-job-applicants). 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