VP, Global Partnerships

VP, Global Partnerships

The VP, Global Partner Sales leader will lead a global team of Partner Development Managers who are dedicated to Fasty's largest Global Cloud Providers, System Integrators and Managed Service Providers to work across all lines of business at Fastly and our largest strategic partners to help define and lead the acceleration of joint sales, business practice expansion and the development of unique solutions to help solve our customers biggest challenges. As a global leader your deep and broad channel sales experience, executive presence, and in-depth understanding of the processes, systems and tools will ensure a "partner focused" go-to-market strategy.

In this role you will lead a global team dedicated to driving engagement with partners across all partner types to drive incremental revenue, expand markets and ensure partners success with Fastly. We are looking for a dynamic leader who has experience with cloud technologies, global partners including Channel, GSI's, MSPs, ISVs and Cloud Service Providers. Driving partner success with sell-through and with partner solutions. They will know how to translate strategy into execution and are able to collaborate effectively across a diverse set of stakeholders including executives and individual contributors, customers, employees, and partners.

What You'll Do

• Overall revenue and sales growth responsibility for Global Partnerships Worldwide
• Lead global partier development manager team of Channel, GSI, MSP and CSP partnerships to drive strategic alliance, expand joint sales opportunities and to build revenue scale across all regions globally
• Create partner sales strategy, including GTM for top global partners and land with field and partner leadership across all regions globally
• Collaborate closely with regional counterparts to ensure a uniform vision for Fastly's partners worldwide
• Build and lead relationships with strategic partners targeting high growth in the CDN, security and edge compute and observability markets
• Define and implement metrics needed to evaluate the overall effectiveness and performance of partner sales
• Develop, implement, evaluate, and adjust plans to reach sales goals, while ensuring the optimal use of resources
• Review and provide input for detailed targets and forecasts for the business
• Develop standardized methodologies for partner sales motions that remove friction across the sales cycle, builds trust, and ensures partner success with Fastly's technology concentrating on Cloud and SaaS environments

What We're Looking For:

• 15+ years of experience with a demonstrable ability in sales, partner sales and/or channels to execute large cross functional teams at scale
• Extensive experience with Global Partner relationships
• Handle strategic partner escalations and be the face of the sales organization when challenges arise
• Strong executive acumen and consultative sales to help develop, nurture and accelerate partner growth
• Develop and maintain a high performing channel sales organization. Reinforce a culture that sets a high bar for performance and promotes accountability and results
• Strong background in SaaS environments and customer success with Cloud conversions
• Strong leadership and collaboration to build good working relationships across all functions
• Must have a strong personal drive for delivering industry-leading partner experience and thrive in a fast-paced, high-energy environment with a proactive focus
• Demonstrated strong written and verbal communication
• Embrace ambiguity and ability to bring strategy to global execution
• Bachelor's degree or equivalent experience. MBA or graduate degree preferred but not required
• Must be prepared for international and domestic travel to partner site(s)

Work Hours:

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

Work Location(s) & Travel Requirements:

This position is a remote role and open to candidates residing in the following locations: US (Remote)

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

Salary:

The estimated range for On-Target Earnings for this role is $369.630 to $537,260. 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), an open 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 2023, we offer 10 paid local holidays, 11 paid company wellness days.