Director of Partnerships

Posting Open Date: 12/11/25

Anticipated Posting Close Date*: 2/28/26

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

Director of Partnerships - Latin America
About The Role
The Global Partnerships team is seeking a seasoned professional to drive the strategy for our partner ecosystem across Latin America, with a primary focus on the high-growth market of Mexico. 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), and Referral Partners. This is a builder's role. You will have the autonomy to shape the partner landscape in LATAM, moving us from transactional relationships to strategic, value-driven alliances.

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, and long-term customer success for the partner. You will own the executive relationship, strategic vision, and overall business outcome for our key partners in Latin America.

Responsibilities
Ecosystem Strategy & Recruitment (The "Hunter" Motion)

• Market Mapping: Identify and recruit top-tier MSPs, MSSPs, and Systems Integrators in Mexico and the broader LATAM region 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), 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 LATAM Partners" internally, synthesizing market feedback and competitive intelligence (specifically vs. legacy CDN/Security competitors) to inform Fastly's Product and Sales leadership.
• Team Development: As the portfolio grows, recruit, lead, and mentor a high-performing team of Partner Development Managers to support the region.

Preferred Qualifications

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

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:

• Mexico

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 the US.

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

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. In fact, 50% of our employees work outside of SF An international remote culture is in our DNA.
• 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 like up to 20 weeks of paid parental leave, options for free medical/dental/vision plans, and an open vacation program that enables our folks to take the time they need to recharge (some benefits may vary by location).
• 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

Minimum Qualifications

• 10+ years of experience in Partner Management, Business Development, Alliance Sales, or Channel Development, with significant experience managing high-impact regional accounts or partners.
• Required: Native fluency in Spanish and business-level fluency in English.
• Required: Demonstrated success operating in the Latin American market, with specific expertise in the Mexican technology landscape.
• Demonstrated experience in structuring and negotiating complex, multi-party commercial agreements that involve product integration and joint liability.
• Proven ability to work autonomously, lead without authority, and engage effectively with C-level executives (CEO, CTO, CISO) both internally and externally.