Cloud Alliance Manager EMEA
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Job Summary
Fastly helps people stay better connected with the things they love. Fastlys 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. Fastlys customers include many of the worlds most prominent companies including Vimeo Pinterest The New York Times and GitHub.
Were building a more trustworthy Internet. Come join us.
Cloud Alliance Manager - EMEA
About the Role
The Global Partnerships team is seeking a highly motivated and results-driven Cloud Alliance Manager to strategically develop manage and grow our cloud partnerships across the Europe Middle East and Africa (EMEA) region. This role is crucial for scaling our business by leveraging the capabilities and market reach of key cloud providers (AWS and Google Cloud Platform) and their respective partner ecosystems. The ideal candidate will be a skilled relationship builder with a strong technical understanding of cloud technologies and a proven track record in partner management business development and/or sales within the EMEA technology sector.
Responsibilities
- Regional Partner Execution: Define implement and manage a comprehensive go-to-market (GTM) strategy with our strategic cloud partners across multiple countries in EMEA to drive revenue solution adoption and market penetration in collaboration with the global Cloud Alliances team.
- Relationship Management: Act as the primary point of contact and lead executive alignment with key cloud provider partner managers and sales teams in the region. Foster deep collaborative relationships at all levels from technical teams to executive sponsors.
- Business Development: Identify and jointly pursue new business opportunities and co-sell motions with cloud partners. Facilitate joint business planning and track mutual sales targets and performance metrics.
- Operational Management: Manage the timely and accurate registration of joint opportunities and pipeline with cloud providers using their respective partner portals and facilitate and execute the creation of private offers and transactions via cloud marketplaces to accelerate deal closure.
- Enablement & Readiness: Ensure internal sales technical and marketing teams are fully enabled on partner offerings and co-selling processes. Work with partners to ensure they are also enabled and certified on our companys solutions.
- Marketing & Demand Generation: Collaborate with the Marketing team and partner marketing managers to develop and execute joint marketing initiatives including events webinars case studies and solution briefs to generate qualified leads.
- Deal Facilitation: Navigate and accelerate complex sales cycles by leveraging partner programs incentives and internal resources to ensure successful closure of joint opportunities.
Minimum Qualifications
- 5 years of professional experience in alliance management channel sales business development or strategic partner management within the Cloud or Enterprise Software industry.
- Proven success in managing relationships with top-tier cloud providers (AWS Azure GCP) or their ISV/Consulting Partner ecosystem within the EMEA region.
- Strong understanding of the cloud computing landscape consumption models and technical concepts (e.g. IaaS PaaS SaaS containerization data analytics).
- Demonstrated ability to define negotiate and execute joint go-to-market plans that result in measurable revenue growth.
- Excellent written and verbal communication skills including proficiency in presenting to executive-level stakeholders.
- Fluency in English is essential. Additional EMEA languages (e.g. German French Spanish) are a significant asset.
- Willingness to travel up to 40% across the EMEA region.
- Bachelors degree in Business Marketing Computer Science or a related field.
- Familiarity with partner program frameworks incentives and certification processes (e.g. AWS Competency Programs Azure Co-sell GCP Marketplace).
- Experience working in a fast-paced global organization.
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 doour customershave a tremendous user base but we also support a growing number ofopen source projects and of code employees are encouraged to share causes close to their heart with others so we can help lend a supportive hand.
We love distributed teams. Fastlys home-base is in San Francisco but we have multiple offices and employees sprinkled around the globe. As a new hire you will be able to attend our IN-PERSON new hire orientation in our San Francisco office! It is an exciting week-long experience that we offer to new employees to build connections with colleagues across Fastly participate in hands-on learning opportunities and immerse yourself in our culture firsthand.
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 were 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.
Were 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 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 @ or @ 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 or .
Fastly collects and processes personal data submitted by job applicants in accordance with ourPrivacy Policy. Please see ourprivacy notice for job applicants.
Required Experience:
Manager
Key Skills
- Restaurant Experience
- Customer Service
- Employee Evaluation
- Management Experience
- Math
- Employment & Labor Law
- Sanitation
- Leadership Experience
- P&L Management
- Mentoring
- Supervising Experience
- Restaurant Management
About Company
Fastly, Inc. is an American cloud computing services provider. Fastly's edge cloud platform provides a content delivery network, Internet security services, load balancing, and video & streaming services.
