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Partner Development Lead - France

Fastly

Salary undisclosed

Paris, FranceFull-timeOn-siteProficient

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Description

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.

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The Role

You own and grow partner-attached bookings and ecosystem growth across France. Reporting to the Director of Partner Development - EMEA, you will recruit top-tier regional partners (MSPs, MSSPs, VARs, SIs), and execute a partner-first go-to-market motion, building long-term, high-value partnerships that drive new business. If France grows and our partners succeed, you win.

Core Technology Focus 

CDN & Edge Compute | Next-Gen WAF | DDoS & Bot Mitigation | Edge Observability

The Role

  • Recruit: Map the tech ecosystem in France to identify, pitch, and sign top-tier security, cloud, and edge partners.
  • Scale: Lead Joint Business Planning (JBP) with key partners to design sales initiatives, marketing activities, programs, and offerings that generate new opportunities with and through partners.
  • Activate & Enable: Partner with enablement, AEs, and marketing to train partner technical teams, deploy playbooks, and accelerate deal velocity.
  • Execution: Own regional partner forecasting, deal registration, and co-selling operations across France.

What We Look For 

  • Outcome Ownership: Self-directed execution. You identify market gaps in France and fill them without needing a task list.
  • Commercial & Technical Judgment: Comfortable driving complex negotiations and holding credible architectural conversations around cloud and security.
  • French Market Depth: Native fluency in French, business English, and an established network across French IT, cloud, and security channels.
  • Proven Track Record: Demonstrated success structuring and running partnerships and alliances and scaling partner-attached bookings.

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.

About this role

Fastly is looking for someone to build and scale its partner business across France. You'll own the full lifecycle of partner development—from mapping the French tech ecosystem and recruiting top-tier MSPs, MSSPs, VARs, and systems integrators, to running joint business planning, enabling partner teams, and driving co-selling operations. Success means growing partner-attached bookings and creating lasting, high-value relationships that generate new revenue streams.

This role demands both commercial acumen and technical credibility. You'll negotiate complex deals and hold substantive conversations about cloud and security architecture, particularly around Fastly's edge compute, CDN, WAF, and DDoS mitigation offerings. Native French fluency and established connections across French IT and security channels are essential, as is a proven track record scaling partner ecosystems. You'll report to the Director of Partner Development for EMEA and work in-office in Paris.

The ideal candidate is self-directed, comfortable identifying market gaps and filling them independently, and brings demonstrated success structuring and running alliances. If you thrive owning outcomes, can operate with both strategic vision and operational rigor, and have deep roots in the French cloud and security market, this could be a strong fit.

How this employer is doing

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Pay for this role

The employer didn't post a pay range for this role. That usually means pay is set in negotiation, which favors whoever arrives with numbers. Check ranges on comparable Partner Development Lead - France postings in Paris, and analyze any offer before you accept it.

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