Senior Channel Account Manager

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.

Summary:

You will build, activate, and run our partner-first go-to-market engine across India and regional markets (Pakistan, Bangladesh, Nepal, Sri Lanka).

This is not a passive alliance or administrative partner role. We need an aggressive, revenue-driven builder who proactively hunts alongside (telcos, distributors, resellers , referral/affiliates , managed services (and/or security) providers, technology - ISVs & Ecosystem alliances)  partners; originates new pipeline, and turns ecosystem relationships into closed revenue. In this role, you cannot wait for the channel to bring inbound leads; you will drive the co-selling cadence, initiate joint territory campaigns, qualify high-value deals and steer deals across the finish line with our direct sales team and partner reps.

• Content Delivery Network (CDN) & Edge Cloud / Compute
• Application Security (Next-Gen WAF, Bot Management, API Security, DDoS Mitigation)
• Edge Observability & Performance
• Emerging Edge & AI Workloads

What You'll Do:

• Build Active Pipeline (Co-Sell & Originate): Drive net-new pipeline creation. Lead proactive account mapping, joint prospecting, and outbound campaigns with partner sales forces rather than relying on inbound partner-delivered leads.
• Recruit & Rationalize Channel Network: Map and onboard high-performing Value-Added Resellers (VARs), National & Global System Integrators (SIs), Managed Security Service Providers (MSSPs), Managed Services Providers (MSPs) and regional distributors across India and South Asian markets. You will also onboard technology partners (ISVs and ecosystem alliances) where Fastly could natively integrate to create new routes to market. Additionally, you will oversee activating the channel partnerships led through leading Indian Telcos.
• Execute Joint Business Planning (JBP): Establish clear revenue targets, deal-registration commitments, and measurable go-to-market motions with Tier-1 partners. Align partner leadership with mutual commercial upside.
• Deal Cadence & Field Alignment: Act as the connective tissue between regional direct Account Executives (AEs) and partner sales teams. Manage multi-party deal dynamics, mitigate channel conflict, and compress enterprise sales cycles.
• Enable for Sales Velocity: Work with Solutions Engineering and Partner Enablement to rapidly ramp partner technical pre-sales and field reps to independently identify, position, and advance edge security and compute opportunities.
• Regional Market Execution: Adapt commercial engagement and distribution channels to suit local cross-border dynamics, procurement nuances, and distributor models in Pakistan, Bangladesh, Sri Lanka, and Nepal alongside high-scale operations in India.
• Operational Rigor: Take end-to-end accountability for partner-sourced and partner-influenced pipeline, quarterly forecasting, deal registrations, and CRM data integrity across the region.

What We're Looking For: 

• Sales-Led Ecosystem Mindset: 8+ years of quota-carrying channel sales or partner management experience within enterprise SaaS, cloud infrastructure, CDN, or cybersecurity, with a verifiable track record of beating pipeline and revenue goals.
• Active Co-Selling Instincts: Proven ability to build pipelines from scratch. You know how to motivate partner field reps, run outbound cadences together, and lead high-stakes enterprise deals to closure.
• South Asia Market Depth: Deep existing relationships with key regional distributors, tier-one IT security VARs, and leading System Integrators across India, with hands-on experience navigating business practices in South Asian emerging markets.
• Technical & Commercial Acumen: High conversational fluency in web application architecture, cloud networking, cyber threat vectors, and API security. You can hold your own with Partner CTOs, CISOs, and enterprise architects before handing over to technical specialists.
• Autonomy & Bias for Action: Comfort operating in a fast-evolving regional territory with minimal supervision. You run your region as your own franchise, proactively removing blockers to generate revenue.

We’ll be super impressed if you have experience in any of these:

• Established relationships and prior commercial wins with tier-1 Indian telco enterprise divisions
• Proven track record onboarding and monetizing regional two-tier distribution networks across emerging South Asian markets (Bangladesh, Sri Lanka, Pakistan, Nepal)
• Hands-on experience structuring bundled managed service offerings with top MSSP SOC teams, embedding edge security and WAF into continuous service contracts
• Prior background executing cloud marketplace transacting models (AWS, GCP, Azure) and co-selling alongside cloud hyper-scalers
• Deep exposure to regional BFSI, high-traffic media/OTT, or hyper-scale e-commerce architectures and procurement frameworks in South Asia
• Experience operationalizing technology integrations and joint GTM motions with leading cybersecurity ISVs, APM platforms, or CI/CD ecosystems
• Technical background or foundational certifications in cloud networking, web performance, or application security frameworks

Work Hours: 

• This position will require you to work during scheduled hours from 9:00AM to 6:00PM IST.

Work Location(s) & Travel Requirements :

This position is open to Hybrid and Remote Work Locations.

The preferred locations for this position are:

• Bangalore / Mumbai / Chennai / Delhi (Remote)
• Pune (Hybrid)
• Willingness and ability to travel across India and regional markets as needed for partner alignment, customer meetings, and company events. 

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

There is a strong preference for Hybrid near a local office.  However, we may be willing to consider remote candidates within India in the following locations - Bangalore (preferred) / Chennai / Mumbai / Delhi.

This position may require travel as required by your role or requested by your manager.

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.

All job applications must be submitted through our official careers site at www.fastly.com/about/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 or @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 or 501-287-4901. 

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