Recruit & Structure: Identify, recruit, and onboard partners equipped to sell Cloud Security, Content Delivery, and Edge Compute, then structure and negotiate commercial agreements (Resell, Managed Service, Referral) that ensure mutual profitability. Co-Sell & Grow: Lead joint business planning to align partners' service portfolios with Fastly's roadmap, show up with the technical and sales support partners need to close deals, and manage pipeline, forecasting, and deal conflicts or pricing issues.