[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) # Director of Partnerships – Brazil AI Summary Fastly is seeking a Director of Partnerships to build and scale its partner ecosystem across Brazil. The role leads recruitment and growth of VARs, MSPs, MSSPs, systems integrators, referral partners, distributors, and cloud marketplace partners. Responsibilities include executive relationship management, commercial deal structuring, joint business planning, partner enablement, go-to-market activation, and pipeline forecasting. The director will develop partner-led offerings around cloud security, CDN, edge compute, observability, and managed services. This is a remote, Brazil-based leadership position with travel as needed.[Apply for this job](#job-application)[View company](https://jobicy.com/company/fastly.md)ShareRemote from[Brazil](https://jobicy.com/job-region/brazil.md)SalaryUndisclosedDepartment[Business Development](https://jobicy.com/categories/business.md)EmploymentFull TimeExperienceDirectorPublished14 Nov 2026Apply before14 Dec 2026Listing views25Application actions0Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. Opportunity details ## About this role. [Fastly](https://jobicy.com/company/fastly.md) 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. Please Note: This role will be employed and onboarded by a third party partner of Fastly in compliance with local laws and on assignment with Fastly. Director of Partnerships – Brazil About the Role The Global Partnerships team is seeking a seasoned professional to drive the strategy for our partner ecosystem in Brazil. As the Director, Partnerships, you will be a critical leader responsible for transforming how we engage, enable, and scale our regional partners, including Value-Added Resellers (VARs), Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), and Referral Partners. This is a builder’s role. You will be an integral part of an emerging LATAM team at Fastly, working alongside colleagues in Brazil to build our next emerging market through strategic, value-driven partner alliances. Your core mission will be to establish our platform as the foundational engine for partner growth in the region, enabling our partners to launch, sell, and support next-generation, margin-rich services built entirely on our modern platform. This role is about developing a high-impact, channel-first motion that drives 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 our key partners in Brazil. Responsibilities ### Ecosystem Strategy & Recruitment (The “Hunter” Motion) * Market Mapping: Identify and recruit top-tier MSPs, MSSPs, and Systems Integrators in Brazil who specialize in Cloud Security, Content Delivery, and Edge Compute. * Vertical Alignment: Target partners specifically equipped to serve our high-performing verticals, ensuring they understand Fastly’s competitive advantage over legacy providers. * Deal Structuring: Structure and negotiate complex commercial agreements that support various partner models (Resell, Managed Service, Referral, Distributor and Cloud Marketplaces), ensuring mutual profitability and long-term alignment. ### Partner Growth & Co-Innovation (The “Farmer” Motion) * Joint Business Planning (JBP): Lead executive-level planning sessions with key partners to align their service portfolios with Fastly’s product roadmap. * Service Creation: Collaborate with partners to build unique, “Powered by Fastly” offerings—such as Managed WAF, Advanced Edge Compute solutions, or Observability platforms—that generate new recurring revenue streams for them. * Executive Alignment: Own the C-level relationships (CEO, CTO, CISO) within our partner organizations, acting as their trusted advisor and executive sponsor within Fastly. ### Go-to-Market & Enablement * Sales Activation: Collaborate with Partner Marketing to create scalable sales playbooks and GTM programs that drive consumption within the partner’s field sales teams. * Enablement: Ensure partner technical and sales teams are fully certified and capable of positioning Fastly’s full portfolio—moving beyond basic delivery to advanced security and compute solutions. * Pipeline Management: oversee the partner pipeline, ensuring accurate forecasting and healthy deal flow across the region. ### Advocacy & Leadership * Internal Evangelist: Serve as the “Voice of Brazilian Partners” internally, synthesizing market feedback and competitive intelligence (specifically vs. legacy CDN/Security competitors) to inform Fastly’s Product and Sales leadership. ### Preferred Qualifications: * Bachelor’s degree or higher in Computer Science, Engineering, Information Security, or a related field. 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: * Brazil This position may require travel as required by your role or requested by your manager. AI Statement To ensure a fair and equitable interview process for everyone, the use of AI technologies—including real-time transcription tools, automated scripts, AI copilots, or external assistants—is strictly prohibited during the interview process unless explicitly authorized by the company in advance. Unauthorized use of AI tools may result in disqualification. Fastly currently embraces a largely hybrid model for most roles which allows employees flexibility to split their time between the office and home. This position may require travel as required by your role or requested by your manager. 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/162144-director-of-partnerships-brazil.md) > Annual salary information is not provided for this position. Explore salary ranges for similar roles in our [Salary Directory ›](https://jobicy.com/salaries.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. ## 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 market-building role requiring both strategic ecosystem design and hands-on partner acquisition in a competitive technical market. Success depends on influencing C-level stakeholders, structuring complex agreements, and delivering measurable partner revenue outcomes. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Highly competitive$130,000US market range (per year)$100k–$160k0$176k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. No employer salary was disclosed. The annual cadence is inferred from the senior full-time director role; estimated annual compensation is presented in USD for market context only. ## Core skills Skills and capabilities most closely associated with this opportunity. [Channel Partnerships](https://jobicy.com/jobs?search_keywords=Channel%20Partnerships.md)[Partner Ecosystem Strategy](https://jobicy.com/jobs?search_keywords=Partner%20Ecosystem%20Strategy.md)[Business Development](https://jobicy.com/jobs?search_keywords=Business%20Development.md)[Strategic Alliances](https://jobicy.com/jobs?search_keywords=Strategic%20Alliances.md)[Partner Recruitment](https://jobicy.com/jobs?search_keywords=Partner%20Recruitment.md)[Joint Business Planning](https://jobicy.com/jobs?search_keywords=Joint%20Business%20Planning.md)[Go-to-Market Strategy](https://jobicy.com/jobs?search_keywords=Go-to-Market%20Strategy.md)[Commercial Negotiation](https://jobicy.com/jobs?search_keywords=Commercial%20Negotiation.md)[Executive Relationship Management](https://jobicy.com/jobs?search_keywords=Executive%20Relationship%20Management.md)[Pipeline Forecasting](https://jobicy.com/jobs?search_keywords=Pipeline%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)[Partner Enablement](https://jobicy.com/jobs?search_keywords=Partner%20Enablement.md) Sample interview questionsHow would you prioritize potential MSP and MSSP partners in Brazil during your first six months?I would segment the market by technical capability, vertical reach, installed customer base, security and cloud specialization, sales maturity, and alignment with Fastly's ideal customer profile. I would then create a tiered recruitment plan that balances high-potential strategic partners with scalable regional coverage. Describe how you would create a joint business plan with a strategic partner. I would align executive sponsors on target segments, value proposition, revenue goals, pipeline targets, enablement milestones, marketing investments, and operating cadence. The plan would have clear ownership, measurable leading indicators, quarterly reviews, and corrective actions when performance diverges from expectations. How would you help a partner move from reselling CDN services to offering higher-value managed security and edge solutions? I would identify the partner's existing customer use cases, build a service blueprint, and combine technical certification with sales plays and proof-of-value motions. The goal would be a repeatable managed offering with defined packaging, margins, delivery responsibilities, and joint account targeting. What approach would you take when negotiating a complex partnership agreement? I would first clarify the partner model, expected economics, customer ownership, support obligations, compliance needs, and long-term growth assumptions. I would negotiate for mutual value while protecting Fastly's strategic priorities, then document governance, incentives, performance expectations, and escalation paths clearly. How would you communicate Brazilian partner feedback to internal product and sales leadership? I would synthesize feedback into evidence-based themes tied to customer impact, revenue opportunity, competitive risk, and recommended actions. Regular business reviews, partner insights dashboards, and direct executive discussions would ensure the regional perspective informs product priorities and go-to-market decisions. Next step ## Apply now. Follow the employer’s application method and review Jobicy’s safety guidance before sharing personal information. 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