Partnerships Lead

ABOUT US: Fireworks is the platform for specialized intelligence, enabling companies to build, train, and serve AI models tailored to their own data, workflows, and products. Founded by the team behind PyTorch and backed by AMD, Atreides, Benchmark Capital, Index Ventures, Lightspeed, NVIDIA, Sequoia Capital, and TCV, Fireworks powers production AI with hundreds of state-of-the-art open models across text, image, embedding, audio, and multimodal workloads. Today, Fireworks is a Series D company valued at $17.5 billion, bringing together an ambitious, collaborative team that's building the future of enterprise AI. ABOUT THE ROLE We're hiring a high-ownership sales operator to drive sourced pipeline and revenue through the Microsoft Azure channel. This is a quota-carrying, field-facing role. You'll map Microsoft's ISV and enterprise field org, activate co-sell motions with the right PDMs and AEs, and build the repeatable sales plays that move customers to Fireworks AI through Azure Foundry. You'll own the forecast and the number. The playbook doesn't fully exist yet. You'll have real influence over how we engage Microsoft's field teams, what good looks like for partner-sourced pipeline, and how we build a co-sell motion that scales across ISV and enterprise segments. If you thrive when you're creating from scratch and can hold yourself accountable to a number while doing it, this is the role. WHAT YOU'LL OWN Pipeline and revenue

• Source and own a pipeline target through the Microsoft Azure channel
• Co-sell qualified opportunities with Microsoft ISV and enterprise AEs and PDMs
• Run weekly forecasting cadences with accurate CRM hygiene and clear escalation visibility Team mapping and stakeholder management
• Build and maintain a living map of Microsoft's field org across ISV and enterprise-facing teams - who owns which accounts, who moves deals, who has co-sell budget
• Develop working relationships with PDMs, field AEs, and ISV partner managers at Microsoft
• Serve as Fireworks AI's primary point of contact for joint business reviews, pipeline reviews, and co-sell coordination Sales plays and enablement
• Develop sales plays tailored to the ISV and enterprise motion - positioning Fireworks AI's inference platform against the decision criteria that matter in each segment
• Build and deliver enablement for Microsoft field sellers on Fireworks AI: clear, crisp positioning they can use in front of customers without a technical translator
• Design the intake, escalation, and co-sell workflows that keep deals from stalling Joint planning and operations
• Own joint business planning with Microsoft counterparts: territory plans, account maps, co-sell targets, and QBR cadences
• Coordinate co-marketing moments (joint events, solution briefs, field plays) that generate ISV and enterprise pipeline
• Surface field intelligence from Microsoft conversations back to Fireworks AI's product and GTM teams YOU'RE A GOOD FIT IF YOU
• Have 7+ years in GTM, partnerships, or field sales at a technology company - and a track record of operating fast when the environment changes
• Know how Microsoft's field org actually works: account teams, SSPs, GBBs, marketplace mechanics, co-sell programs, MACC spend, partner incentives - and how to activate them at the deal level
• Build systems, not just run plays. You document the motion, create the playbooks, and make it repeatable
• Are comfortable owning a number before all the conditions are perfect, and stay accountable on pipeline sourcing, progression, forecasting
• Can communicate clearly and concisely - you translate complex platform capabilities into a value story a non-technical field seller can use in front of a customer
• Hold yourself accountable to pipeline hygiene and forecast accuracy - not just relationship depth THE TECHNICAL BAR This is not an engineering role. But it requires genuine curiosity about how AI inference platforms work. You'll need working fluency in model serving, inference optimization, and AI training infrastructure - enough to speak credibly about why Fireworks AI's platform matters to ISVs and enterprises evaluating options in the market. If you don't have that fluency today, you can build it here - we'll help. What you can't be is someone who deflects every technical question or can't hold a credible 30-minute conversation with a solutions architect or a technical evaluator. The through-line: you need to understand what we do well enough to translate it for someone who doesn't. That's the bar. NICE TO HAVE
• Experience working at or within a hyperscaler partner ecosystem (Microsoft, AWS, GCP)
• Experience selling or partnering in AI/ML infrastructure, model serving, or MLOps
• Experience working with ISVs at the platform layer - understanding their build-vs-buy decisions and procurement dynamics
• Non-linear career path - varied, scrappy backgrounds carry real weight here WHY FIREWORKS?
• Solve Hard Problems: Tackle challenges at the forefront of AI infrastructure, from low-latency inference to scalable model serving.
• Build What’s Next: Work with bleeding-edge technology that impacts how businesses and developers harness AI globally.
• Ownership & Impact: Join a fast-growing, passionate team where your work directly shapes the future of AI—no bureaucracy, just results.
• Learn from the Best: Collaborate with world-class engineers and AI researchers who thrive on curiosity and innovation. Fireworks AI is an equal-opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all innovators.

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