Director of Partnerships - Brazil
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.
Please Note: This role will be employed and onboarded by a third party partner of Fastly in compliance with local laws and on assignment with Fastly.
Director of Partnerships - Brazil
About the Role
The Global Partnerships team is seeking a seasoned professional to drive the strategy for our partner ecosystem in Brazil. 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 be an integral part of an emerging LATAM team at Fastly, working alongside colleagues in Brazil to build our next emerging market through strategic, value-driven partner 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 Brazil.
Responsibilities
Ecosystem Strategy & Recruitment (The "Hunter" Motion)
- Market Mapping: Identify and recruit top-tier MSPs, MSSPs, and Systems Integrators in Brazil 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, Distributor and Cloud Marketplaces), 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 Brazilian Partners" internally, synthesizing market feedback and competitive intelligence (specifically vs. legacy CDN/Security competitors) to inform Fastly’s Product and Sales leadership.