Senior Channel Account Manager

Pune, India

first seen Nov 12, 2026updated Nov 12, 2026

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archived Nov 12, 2026

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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. 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.

Read the full posting ↓

Core Technology Focus

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 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

AI Statement

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

Senior Channel Account Manager

The posting, in Fastly's own words

Summary:

Core Technology Focus

What You'll Do:

What We're Looking For:

Work Hours:

Work Location(s) & Travel Requirements :

The preferred locations for this position are:

AI Statement