Partner Strategy & Operations Sr. Analyst

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.

Posting Open Date: March 30th, 2026

Anticipated Posting Close Date*: April 30th, 2026

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

Partner Strategy & Operations Sr. Analyst

If you have a successful track record in program management, pre-sales and partner operations, working with a high performing team, we wish to hear from you. In this role you will be providing first class operational management to our Sales organization. You are the strategic advisor and operational driver of the global Partner Program's infrastructure. You will execute the processes that enable our partners (VARs, OEMs, SIs, MSPs, Referrals and Marketplaces) to thrive, directly influencing cross-functional success across the company. In addition, you will drive operational improvements in the areas of process, workflow, communication, strategy and reporting.

What You'll Do:

Understand the business vision and strategy of our Partner Program Leadership team; help conceptualize where this program should be in 3 months, and 3 years from now.
Own the execution of the end-to-end partner lifecycle, including the operational structure for partner recruitment, onboarding, tiering, and certification.
Manage as a Program Manager the discussions and bring everyone together (Partner team, Operations, Enablement, Marketing, Finance, Sales, etc.) to deliver on the execution of program initiatives.
Serve as the key operational expert, driving alignment across all stakeholders to ensure all partner ecosystem processes support broader company objectives.
Ensure on-time execution, system scoping, design, and implementation for all strategic initiatives.
Manage the day-to-day operations side of this program, understanding how the systems are built, and maintain and enhance the processes to scale.
Serve as the primary SME for the Partner Relationship Management (PRM) system.
Ensure seamless deal registration process, partner pipeline hygiene, and data accuracy.
Report on the program execution and performance, from partner recruitment effectiveness to revenue and productivity metrics.
Define Key Performance Indicators (KPIs) and work with the Partner Program Leadership team to implement reporting and dashboards that provide visibility into program health and performance.
Develop and manage competitive, data-driven "win-win" incentive structures (e.g., MDF programs, Rebate Programs) that motivate desired partner behavior and align with Fastly's goals.

What We're Looking For:

2-5 years of partner operations experience, or sales operations with strong exposure to partner programs.
Problem solving experience in a sales operations or a business analyst role.
Expert knowledge of Salesforce and Partner Relationship Management (PRM) systems. Advanced Excel or Google Sheets experience is critical.
Strategic mindset: You don't just follow a playbook; you build, implement, and iterate on it.
Analytical rigor: You are adept at using data to measure impact, make decisions, and influence stakeholders.
Detail oriented and highly organized with the ability to prioritize multiple deadlines simultaneously.
Excellent written and verbal communication skills.

We’ll be super impressed if you have experience in any of these:

Developing understanding of emerging technology (AI)
Partner Operations experience in the SaaS world
Familiarity with tracking metrics like Partner Activation Rate, Pipeline Velocity, and Partner-Sourced Pipeline and Bookings.
Strong experience in Lucid charts and other Project Management tools.
Budgeting and resource allocation experience.
Experience in a fast growing, medium-sized company.

Work Hours:

This position will require you to be available during core business hours and as needed to collaborate with teams on different time zones.

Work Location(s) & Travel Requirements:

This position is open to US-remote locations.

Fastly currently embraces a largely hybrid model for most roles which allows employees flexibility to split their time between the office and home. This position may require travel as required by your role or requested by your manager.

SF / LA Fair Chance Ordinance Statement Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Salary:

The estimated salary range for this position is $102,780 - $123,336. Starting salary may vary based on permissible, non-discriminatory factors such as experience, skills, qualifications, and location. This role may be eligible to participate in Fastly’s equity and discretionary bonus programs.

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 including medical, dental, and vision insurance. Family planning, mental health support along with Employee Assistance Program, Insurance (Life, Disability, and Accident), a Flexible Vacation policy and up to 18 days of accrued paid sick leave are there to help support our employees. We also offer 401(k) (including company match) and an Employee Stock Purchase Program. For 2026, we offer 11 paid local holidays, 11 paid company wellness days.

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.

Details

Location

United States

Salary

$102,780 – $123,336/year

We're building a more trustworthy Internet. Come join us.

Posting Open Date: March 30th, 2026

Anticipated Posting Close Date*: April 30th, 2026

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

Partner Strategy & Operations Sr. Analyst

What You'll Do:

Understand the business vision and strategy of our Partner Program Leadership team; help conceptualize where this program should be in 3 months, and 3 years from now.
Own the execution of the end-to-end partner lifecycle, including the operational structure for partner recruitment, onboarding, tiering, and certification.
Manage as a Program Manager the discussions and bring everyone together (Partner team, Operations, Enablement, Marketing, Finance, Sales, etc.) to deliver on the execution of program initiatives.
Serve as the key operational expert, driving alignment across all stakeholders to ensure all partner ecosystem processes support broader company objectives.
Ensure on-time execution, system scoping, design, and implementation for all strategic initiatives.
Manage the day-to-day operations side of this program, understanding how the systems are built, and maintain and enhance the processes to scale.
Serve as the primary SME for the Partner Relationship Management (PRM) system.
Ensure seamless deal registration process, partner pipeline hygiene, and data accuracy.
Report on the program execution and performance, from partner recruitment effectiveness to revenue and productivity metrics.
Define Key Performance Indicators (KPIs) and work with the Partner Program Leadership team to implement reporting and dashboards that provide visibility into program health and performance.
Develop and manage competitive, data-driven "win-win" incentive structures (e.g., MDF programs, Rebate Programs) that motivate desired partner behavior and align with Fastly's goals.

What We're Looking For:

2-5 years of partner operations experience, or sales operations with strong exposure to partner programs.
Problem solving experience in a sales operations or a business analyst role.
Expert knowledge of Salesforce and Partner Relationship Management (PRM) systems. Advanced Excel or Google Sheets experience is critical.
Strategic mindset: You don't just follow a playbook; you build, implement, and iterate on it.
Analytical rigor: You are adept at using data to measure impact, make decisions, and influence stakeholders.
Detail oriented and highly organized with the ability to prioritize multiple deadlines simultaneously.
Excellent written and verbal communication skills.

We’ll be super impressed if you have experience in any of these:

Developing understanding of emerging technology (AI)
Partner Operations experience in the SaaS world
Familiarity with tracking metrics like Partner Activation Rate, Pipeline Velocity, and Partner-Sourced Pipeline and Bookings.
Strong experience in Lucid charts and other Project Management tools.
Budgeting and resource allocation experience.
Experience in a fast growing, medium-sized company.

Work Hours:

This position will require you to be available during core business hours and as needed to collaborate with teams on different time zones.

Work Location(s) & Travel Requirements:

This position is open to US-remote locations.

Salary:

Benefits:

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.

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