Director, Channel Sales - EMEA at Fastly · London

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. Director, Channel Sales - EMEA Location: London  (working across Europe and Middle East) About the Role At Fastly, we believe the best leaders are those who stay closest to the work. We are moving away from traditional, top-down management layers in favor of a lean, high-impact team of experts. As the Director of Channel Sales for EMEA, you are the primary owner of our success in the region. You aren’t here to sit in meetings or "manage" from the sidelines, you are here to win. This is a Player-Coach role: you will lead by example, managing a select group of our most strategic, high-leverage partners while simultaneously elevating a small, talented team of Partner Success Architects (CAMs). What You’ll Do: The Two-Track Strategy Direct Ownership (The Player) You will personally own the commercial and strategic relationship for a handful of "needle-moving" partners in EMEA. High-Leverage Deal Negotiation: You’ll lead the negotiation of complex, high-value alliances where there is no "standard playbook." Hands-On Partner Architecture: You won't just "check in" on partners; you’ll help them design how they build and sell on top of Fastly. Quality & Brand Stewardship: You ensure every deal and partner experience you personally manage meets the high technical, resilient, and forward-thinking standards of the Fastly brand. Team Elevation (The Coach) You will guide our EMEA team to ensure they are operating at the highest possible level. Systemic Process Optimization: You will identify the "bugs" in our process, whether they are technical or commercial and work with our global builders to fix them so your team can move faster. Field-Based Skill Transfer: You’ll spend time in the field, helping your team recruit and enable partners, focused on transferring high-judgment skills to ensure they become fully self-sufficient. Closing the Market Feedback Loop: You will be the voice of the EMEA market back to our global partnerships and alliances strategy teams, ensuring the tools and rules we build are actually tuned for success in your region. The Individual We Are Looking For Self-Directed Owners: People who don't need a task list to get things done. You identify a gap and you fill it. Builders at Heart: Even though this is a sales-focused role, you enjoy improving the "machine." You’d rather fix a process once for everyone than do a manual workaround ten times. High Talent Density: You are an elite individual contributor who also happens to be great at bringing others along with you. You value judgment and skill over seniority or process. Technical Credibility: You can navigate a technical conversation comfortably. You don't need to be an engineer, but you need to understand the "how" as much as the "why." Experience: Extensive experience in cloud, security, or edge computing partnerships across EMEA, with a track record of both managing teams and closing large-scale deals. Performance & Success Success in this role is binary: Did the region grow, and did your partners succeed? Your performance is tied directly to results. Your variable compensation is split between; Your Direct Portfolio: Results from the high-leverage partners you personally manage. Regional Team Performance: The collective success of the EMEA partner ecosystem. Work Hours: This position will require you to be available during core business hours. This position is open to the following preferred office locations: London Fastly currently embraces a largely hybrid model for most roles which allows employees flexibility to split their time between the office and home. 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 designed to meet your needs. Our offerings may vary depending on the country where you work and are subject to change. 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.