[All remote jobs](https://jobicy.com/jobs.md)[![Fastly logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2021/10/127f9e4bbbdb8767bef358a23bf7f73d.jpeg)](https://jobicy.com/company/fastly.md)[Fastly](https://jobicy.com/company/fastly.md) # Partnership Development Manager 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)ShareRemote from[USA](https://jobicy.com/job-region/usa.md)SalaryUSD 184,508–221,409 / yrDepartment[Business Development](https://jobicy.com/categories/business.md)EmploymentFull TimeExperienceSeniorPublished21 Oct 2026Apply before20 Nov 2026Listing views39Application actions1Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. AI Summary ## The role, at a glance. Fastly is seeking a Partner Development Manager to expand and activate its channel business across the Eastern United States. The role combines partner recruitment, commercial agreement negotiation, joint business planning, technical enablement, and co-marketing for cloud security, CDN, and edge-compute offerings. Success is measured through partner-driven bookings, partner-sourced pipeline, and a focused portfolio of engaged partners. This is a hands-on builder role requiring autonomous execution, strong cross-functional influence, and credible technical conversations with VAR ecosystem stakeholders. The role is remote for East Coast-based candidates and involves 25–50% travel. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 4/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThe position carries demanding revenue and pipeline accountability while requiring the candidate to build partner motions, negotiate multi-party agreements, and resolve commercial issues. It also requires influence across sales, technical, marketing, and partner teams without formal authority. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Highly competitive$202,958.50US market range (per year)$170k–$230k0$253.00k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. Fastly discloses annual on-target earnings of $184,508–$221,409 USD, combining base salary and variable sales compensation on a 75/25 pay split. The midpoint is $202,958.50 annually. The estimated US market range for a senior cloud-channel partner development role is $170,000–$230,000 in annual total target earnings. ## Core skills Skills and capabilities most closely associated with this opportunity. [Partner development](https://jobicy.com/jobs?search_keywords=Partner%20development.md)[Channel sales](https://jobicy.com/jobs?search_keywords=Channel%20sales.md)[VAR ecosystem](https://jobicy.com/jobs?search_keywords=VAR%20ecosystem.md)[Alliance management](https://jobicy.com/jobs?search_keywords=Alliance%20management.md)[Business development](https://jobicy.com/jobs?search_keywords=Business%20development.md)[Commercial negotiation](https://jobicy.com/jobs?search_keywords=Commercial%20negotiation.md)[Joint business planning](https://jobicy.com/jobs?search_keywords=Joint%20business%20planning.md)[Partner onboarding](https://jobicy.com/jobs?search_keywords=Partner%20onboarding.md)[Pipeline management](https://jobicy.com/jobs?search_keywords=Pipeline%20management.md)[Sales forecasting](https://jobicy.com/jobs?search_keywords=Sales%20forecasting.md)[Cloud security](https://jobicy.com/jobs?search_keywords=Cloud%20security.md)[Content delivery networks](https://jobicy.com/jobs?search_keywords=Content%20delivery%20networks.md)[Edge computing](https://jobicy.com/jobs?search_keywords=Edge%20computing.md)[Co-marketing](https://jobicy.com/jobs?search_keywords=Co-marketing.md)[Cross-functional leadership](https://jobicy.com/jobs?search_keywords=Cross-functional%20leadership.md) Sample interview questionsHow have you recruited and activated new channel partners in a technical market?I start by defining the ideal partner profile based on customer segment, technical capabilities, service offerings, and revenue potential. I then build a targeted outreach plan, validate executive alignment and mutual value, and use a structured onboarding process covering commercial terms, enablement, account mapping, and first pipeline milestones. Describe how you would create a joint business plan with a VAR partner for Fastly's portfolio. I would begin with the partner's existing customer base, security and cloud services, seller capacity, and strategic priorities. Together we would define target accounts, relevant Fastly use cases, enablement needs, campaign activities, pipeline targets, ownership, and a regular operating cadence to inspect progress and remove blockers. How do you handle channel conflict or a pricing disagreement between a partner and direct sales team? I establish clear rules of engagement early, document account ownership and partner contribution, and evaluate the issue against customer value and the agreed commercial framework. I bring the relevant stakeholders together quickly, communicate decisions transparently, and focus on preserving trust while moving the opportunity forward. What technical knowledge is important when working with partners selling edge and security solutions? A partner leader should understand how WAF, DDoS mitigation, CDN, edge infrastructure, and serverless compute address performance, reliability, and application-security needs. This knowledge allows me to qualify opportunities credibly, connect use cases to buyer priorities, and engage the right technical resources without replacing solution engineers. How would you measure whether a partner portfolio is healthy? I would look beyond partner count to engagement and business outcomes: trained and certified sellers, active account mapping, sourced and influenced pipeline, conversion rates, bookings, campaign performance, and executive participation. I would use these metrics to invest more deeply in productive partners and create improvement plans or exit criteria for inactive ones. Opportunity details ## About this role. 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. ### Partner Development Manager Location: US East, NYC or Boston preferred, must be in eastern time zone ### The Mission Fastly’s growth shows no signs of slowing, and our channel is a key part of what’s next. We’re looking for a Partner Development Manager based in the Eastern US (ideally NY or Boston) to build our partner business in the region: deepening existing partnerships while identifying, recruiting, and onboarding new ones. This isn’t a traditional channel management role; it’s a hands-on, builder position for someone who thrives on execution. We need a self-starter who moves fast, takes ownership, and isn’t afraid to get in the weeds. Success ultimately comes down to revenue driven through and with partners, but getting there requires relentless focus on partner engagement. ### How Success is measured This role is measured against three primary criteria: * New Bookings: Revenue generated through partners in the region. * Partner-Sourced Pipeline: Qualified, Fastly-accepted opportunities that partners bring to the table through joint engagement and their own activities. * Active, Engaged Partners: Depth over breadth. A healthy, activated portfolio matters more than a long partner list; a smaller set of engaged partners beats a large set of inactive ones. ### The Daily Work Recruit & Structure: Identify, recruit, and onboard partners equipped to sell Cloud Security, Content Delivery, and Edge Compute, then structure and negotiate commercial agreements (Resell, Managed Service, Referral) that ensure mutual profitability. Co-Sell & Grow: Lead joint business planning to align partners’ service portfolios with Fastly’s roadmap, show up with the technical and sales support partners need to close deals, and manage pipeline, forecasting, and deal conflicts or pricing issues. Enable & Co-Market: Deliver playbooks, training, and technical certification so partner teams can confidently sell Fastly’s full portfolio, and drive pipeline-generating co-marketing campaigns and events rather than just supporting them. ### Minimum Qualifications * 3-5+ years of experience in Partner Management, Channel Development, Alliance Sales, or Business Development, with direct experience in the VAR ecosystem * 5-7 years of experience total in a GTM position in relevant industry * Demonstrated success structuring and negotiating multi-party commercial agreements * Proven ability to work autonomously and drive cross-functional alignment without formal authority * Working knowledge of the modern security/edge stack (WAF, DDoS, Edge Infrastructure, serverless compute) sufficient to hold credible technical conversations * Excellent communication and presentation skills; comfortable engaging senior stakeholders both internally and externally ### Preferred Qualifications * Bachelor’s degree in Computer Science, Engineering, Information Security, or related field * Additional language fluency relevant to your assigned territory (e.g., Spanish for LATAM-facing territories) * Prior experience in a “builder” or 0-to-1 channel role, standing up new partner programs or fixing broken processes ### Work Hours Availability during core business hours is required. ### Work Location & Travel This is a remote role, open to candidates across the Americas. Specific eligible countries/regions to be finalized based on assigned territory. Travel may be required as needed by the role or requested by your manager. 25-50% 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). Show more [Apply now >](https://jobicy.com/jobs/156204-partnership-development-manager.md) * ![Upload CV](data:image/svg+xml;base64,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) ### Upload your resume now To unlock remote work opportunities and be discovered by global employers. This job listing has been manually reviewed by the Jobicy Trust & Safety Team for compliance with our posting guidelines, including verification of the company's legitimacy, accuracy of job details, clarity of remote work policy, and absence of misleading or fraudulent content. Next step ## Apply now. Follow the employer’s application method and review Jobicy’s safety guidance before sharing personal information. Keep exploring ## Related remote jobs. * ![StackAdapt logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2022/01/bf5f2bb689c6f35f6cab5459f3eff869.jpg) StackAdapt Oct 21 New ### [Senior Manager, Inventory Development](https://jobicy.com/jobs/156193-senior-manager-inventory-development.md) StackAdapt is the leading technology company that empowers marketers to reach, engage, and convert audiences with precision. With 465 billion automated optimizations per second, the AI-powered StackAdapt Marketing Platform seamlessly… * ![OKX logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/c6a69151-221-1.png) OKX Oct 21 New ### [Senior Affiliate Business Development Manager, Western Europe](https://jobicy.com/jobs/156173-senior-affiliate-business-development-manager-western-europe.md) Who We Are At OKX, we believe that the future will be reshaped by crypto, and ultimately contribute to every individual’s freedom. OKX is a leading crypto exchange, and the… * ![Chainguard logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/e4b6aacf-221.jpeg) Chainguard Oct 21 New ### [International Business Development Representative – Nordics](https://jobicy.com/jobs/156141-international-business-development-representative-nordics.md) Chainguard is the trusted source for open source. By delivering hardened, secure, and production-ready builds of all the open source software engineers and AI agents rely on, Chainguard helps organizations… * ![Apollo.io logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2022/01/f3c639242c4d1f4cb9c0730ac3842a72.jpeg) Apollo.io Oct 21 New ### [Director, Technology Alliances](https://jobicy.com/jobs/156103-director-technology-alliances.md) Apollo.io is the leading go-to-market solution for revenue teams, trusted by over 500,000 companies and millions of users globally, from rapidly growing startups to some of the world’s largest enterprises…. * ![Apollo.io logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2022/01/f3c639242c4d1f4cb9c0730ac3842a72.jpeg) Apollo.io Oct 21 New ### [Director, Data & Distribution Partnerships](https://jobicy.com/jobs/156100-director-data-distribution-partnerships.md) Apollo.io is the leading go-to-market solution for revenue teams, trusted by over 500,000 companies and millions of users globally, from rapidly growing startups to some of the world’s largest enterprises…. * ![Chainguard logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/e4b6aacf-221.jpeg) Chainguard Oct 21 New ### [Manager, Enterprise Business Development – APJ](https://jobicy.com/jobs/153765-manager-enterprise-business-development-apj.md) Chainguard is the trusted source for open source. By delivering hardened, secure, and production-ready builds of all the open source software engineers and AI agents rely on, Chainguard helps organizations… * ![Ginkgo Bioworks, Inc. logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2021/09/23d47efae085bba56b799f61213726fb.png) Ginkgo Bioworks, Inc. Oct 21 New ### [Director, Government Partnership Development](https://jobicy.com/jobs/151217-director-government-partnership-development.md) Our mission is to make biology easier to engineer. Ginkgo is constructing, editing, and redesigning the living world in order to answer the globe’s growing challenges in health, energy, food,… * ![League logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2021/09/1252bb2582abaece8d30e08e4a386bd2.png) League Oct 21 New ### [Business Development Representative](https://jobicy.com/jobs/151200-business-development-representative-7.md) About League League is one of the fastest-growing technology companies in Canada and the leading healthcare experience platform. Getting healthcare is often the easy part — finishing it is where… * ![Superside logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2021/01/WRILS-210104060359-501693.jpg) Superside Oct 20 New ### [Enterprise Business Development Representative](https://jobicy.com/jobs/156083-enterprise-business-development-representative.md) Superside is looking for an experienced Enterprise Business Development Representative to join our Account Development team. This role focuses on outbound sales and engagement with enterprise-level accounts in the SaaS,… * ![Ajax Systems logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/572c9c27-221.png) Ajax Systems Oct 20 New ### [Business Development Manager (Fire and Life Safety products)](https://jobicy.com/jobs/156012-business-development-manager-fire-and-life-safety-products.md) Ajax Systems is an international tech company and the largest manufacturer of security systems in Europe, with over 4.5 million end users and 330K PRO users in more than 180… [Browse all jobs](https://jobicy.com/jobs.md)