Senior Channel Sales Manager

Summary

Join Fastly as a Senior Channel Sales Manager, Southern EMEA, and play a key role in expanding our partner ecosystem across Spain, Italy, Portugal, and the Middle East. You will be responsible for developing and implementing regional partner strategies, including recruitment, sales opportunity prioritization, and enablement. This role requires strong experience in the cybersecurity space, particularly within Spain, and proven success in managing channel partners. Fluency in Spanish is essential, and additional languages are a plus. The position is remote, based in Spain (ideally Madrid or Barcelona), with potential for future hybrid work and travel. Fastly offers a supportive and inclusive work environment with opportunities for professional growth.

Requirements

• Prior experience and working knowledge with a strong network across the Cyber Security Space across Spain is a must, ideally experience across Portugal too
• Experience working with Resellers/VARs, MSP/MSSPs, ISV or other types of partners across Spain + the wider region
• Ability to rapidly profile, engage and recruit new channel partners across the assigned region
• Excellent communication & presentation skills
• Target driven, Strong relationships builders and rapport builder
• Fluency in Spanish with extensive experience managing partners across the region

Responsibilities

• Identify, recruit and on-board new strategic channel partners across the Southern Europe region
• Coordinate with partners to create and execute business plans to meet sales goals and build mutual success
• Promote joint sales and marketing activities with partners to generate deal registrations through partners
• Actively monitor and report on partner pipeline and key metrics by territory and partner
• Drive regular communication and evangelism promoting the success of the partnership internally and externally
• Promote joint sales activities including co-sponsored events and account mapping with local sales
• Establish close working relationships with Fastly Account Executives to support co-selling with partners

Preferred Qualifications

• Additional languages an advantage - Italian, Portuguese
• Superior relationship-building skills across internal and partner stakeholders
• An ability to proactively resolve problems in a timely manner & develop alternative solutions
• Leading regular business reviews (QBRs) with local management and partners

Benefits

• Remote work, based in Spain only, and ideally either Madrid or Barcelona, however may become hybrid in the future as we continue to open new offices
• IN-PERSON new hire orientation in our San Francisco office