Director, Partner Development EMEA

Fastly helps people stay better connected with the things they love. Fastlys 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. Fastlys customers include many of the worlds most prominent companies including GitHub Yelp Paramount and JetBlue.

Were building a more trustworthy Internet. Come join us.

Director Partner Development - EMEA

Location: London (working across Europe and Middle East)

About the Role

At Fastly we believe the best leaders are those who stay closest to the work. We are moving away from traditional top-down management layers in favor of a lean high-impact team of experts. As the Director of Partner Development for EMEA you are the primary owner of our success in the region. You arent here to sit in meetings or manage from the sidelines you are here to win.

This is a Player-Coach role: you will lead by example managing a select group of our most strategic high-leverage partners while simultaneously elevating a small talented team of Partner Development Specialists.

What Youll Do: The Two-Track Strategy

Direct Ownership (The Player)

You will personally own the commercial and strategic relationship for a handful of needle-moving partners in EMEA.

• High-Leverage Deal Negotiation: Youll lead the negotiation of complex high-value alliances where there is no standard playbook.

• Hands-On Partner Architecture: You wont just check in on partners; youll help them design how they build and sell on top of Fastly.

• Quality & Brand Stewardship: You ensure every deal and partner experience you personally manage meets the high technical resilient and forward-thinking standards of the Fastly brand.

Team Elevation (The Coach)

You will guide our EMEA team to ensure they are operating at the highest possible level.

• Systemic Process Optimization: You will identify the bugs in our process whether they are technical or commercial and work with our global builders to fix them so your team can move faster.

• Field-Based Skill Transfer: Youll spend time in the field helping your team recruit and enable partners focused on transferring high-judgment skills to ensure they become fully self-sufficient.

• Closing the Market Feedback Loop: You will be the voice of the EMEA market back to our global partnerships and alliances strategy teams ensuring the tools and rules we build are actually tuned for success in your region.

The Individual We Are Looking For

• Self-Directed Owners: People who dont need a task list to get things done. You identify a gap and you fill it.

• Builders at Heart: Even though this is a sales-focused role you enjoy improving the machine. Youd rather fix a process once for everyone than do a manual workaround ten times.

• High Talent Density: You are an elite individual contributor who also happens to be great at bringing others along with you. You value judgment and skill over seniority or process.

• Technical Credibility: You can navigate a technical conversation comfortably. You dont need to be an engineer but you need to understand the how as much as the why.

• Experience: Extensive experience in cloud security or edge computing partnerships across EMEA with a track record of both managing teams and closing large-scale deals.

Performance & Success

Success in this role is binary: Did the region grow and did your partners succeed Your performance is tied directly to results. Your variable compensation is split between;

• Your Direct Portfolio: Results from the high-leverage partners you personally manage.
• Regional Team Performance: The collective success of the EMEA partner ecosystem.

Work Hours:

• This position will require you to be available during core business hours.

This position is open to the following preferred office locations:

• London

Fastly currently embraces a largely hybrid model for most roles which allows employees flexibility to split their time between the office and home.

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 designed to meet your needs. Our offerings may vary depending on the country where you work and are subject to change.

Why Fastly

• We have a huge impact.Fastly is a small company with a big reach. Not only doour customershave a tremendous user base but we also support a growing number ofopen source projects and 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 were 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.

Were 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 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 @ or @ 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 or .

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