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.
Channel Sales Manager - Japan
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 use our edge cloud platform to ensure concertgoers can buy tickets to the live events they love, traveller's can book flights seamlessly and embark on their next great adventure, and sports fans can stream events in real-time, across devices. Fastly’s customers include many of the world’s most prominent companies, including Nikkei News Paper, Shop Japan, Gurunavi, Retty, Vimeo, Paypal, The New York Times, and GitHub.
We're building a more trustworthy Internet. Come join us.
Channel Sales Manager, Japan
We are looking for an experienced Channel Sales Manager with Edge Cloud or Security experience who can grow our partner ecosystem, get results, and help us exceed our business goals in Japan. You will play a key role in helping to execute the channel program, drive partner sales opportunities, align with the sales team in the region, and drive impactful growth across all partner types in Japan.
WHAT YOU'LL DO
- Identify, recruit, and on-board new channel partners across Japan
- Manage sales activities of partners to generate new opportunities and revenue.
- Educate partners about Fastly’s product portfolio and complimentary services offered.
- Address partner-related issues, sales conflicts, and pricing issues promptly.
- Manage sales pipeline, forecast monthly sales, and identify new business opportunities with partners
- Develop positive working relationships with partners to build business.
- Deliver customer presentations and attend sales meetings and partner conferences.
- Liaise with essential parts of the Fastly organization, including sales, marketing, product, deal desk, legal & support
- Coordinate with Fastly channel counterparts in different geographies
WHAT WE ARE LOOKING FOR
- Ideally, 8+ years of successful Channel/Partner Management and experience acquiring new partners in Japan
- Experience with technologies and content delivery network services, security services, cloud-based services, SaaS, PaaS, content management, web analytics, website performance, cloud storage, mobile content delivery, or managed web hosting is helpful
- Proven record of exceeding performance objectives
- Experience working with Resellers, OEM, ISV, and MSP partners.
- Self-starter who can work independently in a matrix environment
- Superior relationship-building skills across internal and partner stakeholders.
- Excellent communication & presentation skills.
- Native Japanese speaking and writing skills and business-level English skills
- Can commute to Fastly office in Shimbashi Tokyo 2 or 3 times per week if needed
Does this sound like you? If so, we'd love to hear from you.
Work Hours
- This position will require you to be available during core business hours.
Work Location(s) & Travel Requirements:
This position is open to the following locations only:
- Tokyo, Japan
This position will require travel as required by your role or requested by your manager.
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 [email protected] 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.
Skills Required
- 8+ years of Channel/Partner Management experience acquiring partners in Japan
- Experience with CDN, security, cloud, SaaS, PaaS, content management, web analytics, website performance, cloud storage, mobile content delivery, or managed web hosting
- Proven record of exceeding performance objectives
- Experience working with Resellers, OEM, ISV, and MSP partners
- Ability to work independently as a self-starter in a matrix environment
- Superior relationship-building skills across internal and partner stakeholders
- Excellent communication and presentation skills
- Native Japanese speaking and writing skills and business-level English
- Ability to commute to Fastly office in Shimbashi Tokyo 2–3 times per week if needed
Fastly Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Fastly and has not been reviewed or approved by Fastly.
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Healthcare Strength — Health coverage is described as comprehensive, including medical, dental, vision, disability, and mental‑health resources with day‑one eligibility. Feedback suggests this breadth is a consistent strength for many roles.
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Leave & Time Off Breadth — Time off includes flexible vacation, sick leave, local holidays, and additional wellness days. Feedback suggests this structure is a notable advantage for work–life balance.
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Equity Value & Accessibility — Equity grants and an employee stock purchase plan are widely available, enhancing a sense of ownership. Role information consistently references eligibility, indicating broad accessibility.
Fastly Insights
What We Do
Get more powerful websites and applications with Fastly’s edge cloud platform. We help places like Shopify, the NYT, and Stripe do so every day.
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