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 Vimeo, Pinterest, The New York Times, and GitHub.

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

Posting Open Date: September 7th, 2024

Anticipated Posting Close Date*: October 30th, 2024

*Job posting may close early due to the volume of applicants.

The Channel Account Director will be responsible for managing our top performing partners in the Western US & Canada. This role will be instrumental in accelerating revenue contribution in the region through existing and new partnerships. The Channel Account Director will define and execute the regional partner ecosystem strategy including partner prioritization, marketing, enablement and pipeline generation with the support & alignment of your Fastly colleagues to drive impactful growth with our Partners.

What You'll Do:

• Establish and maintain strategic relationships with your channel partners within your assigned territory
• Coordinate with partners to create and execute business plans to meet sales goals and build mutual success
• Promote joint sales and marketing activities with partners to generate deal registrations through partners
• Conduct regular sales and technical enablement with partners to drive awareness and increase pipeline
• Actively monitor and report on partner pipeline and key metrics by partner
• Drive regular communication and evangelism promoting the success of the partnership internally and externally
• Establish close working relationships with Fastly Account Executives to support co-selling with partners

What We're Looking For: 

• Demonstrable track record of successful Channel/Partner Management experience in content delivery network services, security services, cloud-based services, SaaS, PaaS, content management, web analytics, website performance, cloud storage, mobile content delivery or managed web hosting
• Experience working with Resellers/VARs, MSP/MSSPs or other types of partners
• Have a desire to work hard, exceed expectations, with a proven record of exceeding performance objectives
• Excellent communication & presentation skills
• Can get things done despite obstacles or challenges
• Demonstrate an insatiable desire to learn and improve

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

• Superior relationship-building skills across internal and partner stakeholders
• An ability to proactively resolve problems in a timely manner & develop alternative solutions
• Leading regular business reviews (QBRs) with local management and partners

Work Hours: 

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

Work Location & Travel Requirements: 

This position is open to candidates in California

The preferred locations for this position are:

• San Francisco, CA

• Southern California

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.

Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Salary: 

The estimated range for On-Target Earnings for this role is $218,350.00 to $300,000.  On-Target Earnings consists of a combination of annual base pay and sales compensation variable target.  The standard pay split for this role (i.e. base pay vs. variable target %) is 75/25.

Starting salary may vary based on permissible, non-discriminatory factors such as experience, skills, qualifications, and location.

This role is eligible to participate in Fastly’s global sales compensation plan and may participate in Fastly’s equity program.

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 including medical, dental, and vision insurance. Family planning, mental health support along with Employee Assistance Program, Insurance (Life, Disability, and Accident), a Flexible Vacation policy and up to 18 days of accrued paid sick leave are there to help support our employees. We also offer 401(k) (including company match) and an Employee Stock Purchase Program. For 2024, we offer 10 paid local holidays, 11 paid company wellness days.

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. As a new hire, you will be able to attend our IN-PERSON new hire orientation in our San Francisco office! It is an exciting week-long experience that we offer to new employees to build connections with colleagues across Fastly, participate in hands-on learning opportunities, and immerse yourself in our culture firsthand. 

• 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.

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. 

Fastly collects and processes personal data submitted by job applicants in accordance with our Privacy Policy. Please see our privacy notice for job applicants.