Senior Channel & Partner Manager, EMEA

Job Description

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 use our edge cloud platform to ensure concertgoers can buy tickets to the live events they love, travellers can book flights seamlessly and embark on their next great adventure, and sports fans can stream events in real-time, across devices. They include many of the world’s most prominent companies, including Spotify, Alaska Airlines, Hulu, The New York Times, and Ticketmaster.

We're building a more trustworthy Internet. Come join us.

We are looking for a Senior Channel & Partner Manager, EMEA , who can grow our strategic partnerships, get results, and help us exceed our business goals. As a Senior Channel Partner Manager, you will report into the Channel & Partnerships Director, EMEA, and will play a key role in helping to manage and grow the channel program.

What You'll Be Doing

• Operate at senior executive levels while managing impactful channel sales partnerships
• Act as the central point of contact for select partners
• Own the go-to-market plan & activities for the partnership(s)
• Develop and implement joint partner business plans
• Work closely with the regional sales team to define, build and execute the partnership plan to support growth & minimize channel conflict
• Collaborate and form internal/external partnerships with marketing, product, legal and other departments as necessary.
• Drive regular communication and evangelism promoting the success of the partnership.
• Lead regular business performance/relationship reviews with local management
• Promote joint sales activities including field-level account mappings, and deal closure with the respective sales teams
• Achieve/exceed revenue and objective targets for partnerships.
• Evolve and grow the partnerships by identifying additional routes to market
• Provide financial analyses and long-range forecasting for identified partnerships

What We're Looking For

• 8+ years of successful Channel/Partner Management experience operating at a senior level
• Ability to travel as needed
• Consistent and proven record of exceeding revenue targets & business objectives.
• Clear ability to define strategy, plan and execute
• Strong understanding of the cloud infrastructure ecosystem and be able to drive GTM considering partner and end-customer needs.
• Experience working with Cloud, Telco, OEM, ISV and reseller partners.
• Adept at moving quickly between tactical execution and high-level critical thinking and organisation.
• Self-starter who can work independently in a matrix environment

Why Fastly?

• We have a huge impact. Fastly is a small company with a big reach. Not only do our customers have a tremendous user base, but we also support a growing number of open source projects and initiatives . Outside of code, employees are encouraged to share causes close to their heart with others so we can help lend a supportive hand.
• We love distributed teams. Fastly’s home-base is in San Francisco, but we have multiple offices and employees sprinkled around the globe. In fact, 50% of our employees work outside of SF! An international remote culture is in our DNA.
• 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 like up to 20 weeks of paid parental leave, options for free medical/dental/vision plans, and an open vacation program that enables our folks to take the time they need to recharge (some benefits may vary by location).
• 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!

Fastly is committed to ensuring equal employment opportunity and to providing employees with a safe and welcoming work environment free of discrimination and harassment.

Employment decisions at Fastly are based on business needs, job requirements and individual qualifications, without regard to race, color, religion, gender, gender identity, gender expression, sexual orientation, national origin, family or parental status, disability*, age, veteran status, or any other status protected by the laws or regulations in the locations where we operate. Fastly encourages applicants from all backgrounds.

* Applicants with disabilities may be entitled to reasonable accommodation under the terms of the Americans with Disabilities Act and certain state or local laws. A reasonable accommodation is a change in the way things are normally done which will ensure an equal employment opportunity without imposing undue hardship on Fastly. Please inform us if you need assistance completing any forms or to otherwise participate in the application process.

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