[Hiring] Director of Partnerships @Fastly

Role Description

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)
• Referral Partners

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
• 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.

Qualifications

• Bachelor’s degree or higher in Computer Science, Engineering, Information Security, or a related field.

Requirements

• This position will require you to be available during core business hours.
• This position is a remote role and open to candidates residing in Brazil.
• This position may require travel as required by your role or requested by your manager.

Benefits

• We have a huge impact.
• We value diversity.
• We are passionate.