AWS Partner Development Manager

Fireworks AI•San Mateo, CA

1d•$275,000 - $315,000•Remote

About The Position

Fireworks AI has an established AWS partnership and is now building the field motion that converts it into enterprise revenue. This role owns that execution: co-sell pipeline, partner events, and the joint GTM programs that earn Fireworks AI a seat in AWS field deals before they are already decided. The weight sits on origination - getting in front of the right account teams, building trust, and creating the conditions for large deals to move.

Requirements

You have sourced real pipeline from the AWS field - self-generated, not handed to you. AWS AEs and PDMs in multiple regions know your name because you have worked deals with them, and they would take your call today.
You have closed large enterprise deals through the AWS co-sell channel and can walk through how those deals moved - who the account team was, what unlocked them, and what you did when they stalled.
You have sold technical products to technical buyers. You are comfortable in a room with AWS Solutions Architects or a customer VP of Engineering without a pre-sales resource next to you.
You know the AWS partner programs well enough that you do not need to be briefed on how ACE, ISV Accelerate, or Marketplace work.
You are comfortable stepping into an existing motion and making it faster, not starting from zero.
6-8 years in cloud partnerships, ISV alliances, or field sales with AWS as the primary motion - not one of several cloud relationships.
Closed large enterprise deals through the AWS co-sell channel with verifiable named accounts; deal size and complexity consistent with strategic enterprise AI.
Deep working knowledge of APN programs, ISV Accelerate co-sell terms, AWS Marketplace and CPPO, and ACE pipeline tooling.
Has sold a technically complex product and can engage with AWS SAs and technical buyers without needing a pre-sales translator.
Has planned, staffed, and followed up from major AWS field events - Summit, re:Invent - and can show the pipeline that came from them.

Nice To Haves

Has a pre-existing network inside AWS enterprise and startup-focused sales teams in key US markets - contacts ready to engage on day one.
Has experience navigating an AWS co-sell motion where the product was newer and less established - had to earn credibility, not ride existing demand.
Has been part of a joint AWS solution that got featured in an AWS case study, Marketplace listing, or field playbook.

Responsibilities

Source and Close Co-Sell Pipeline: Run joint account mapping with AWS PDMs to surface Fireworks-adjacent workloads in active enterprise accounts. Register co-sell opportunities in ACE; own each from qualification to close working alongside Fireworks AEs. Lead high-touch engagement on priority accounts: joint calls, on-sites, and executive introductions with AWS field sellers. Track pipeline velocity and AWS-influenced revenue; flag stalled deals to VP with a clear recommended action.
Partner Events and Follow-Up: Own Fireworks AI presence at AWS Summits, re:Invent, and regional field events: meeting strategy, priorities, and speaker submissions. Build pre-event target lists with AWS PDMs and execute outreach in the 4 weeks before each event. Convert post-event meetings to ACE registrations and AE handoffs within 5 business days - no leads left to go cold. Track event-sourced pipeline per activation; report attribution to VP and feed results into future event planning.
Build the AWS GTM Motion: Author joint solution briefs targeting enterprise AI inference use cases on AWS; get AWS SA sign-off before publishing. Develop co-sell plays for key verticals - financial services, healthcare, tech - mapped to specific AWS SA coverage. Build Fireworks AI presence in Bedrock and SageMaker-adjacent workflows through co-built reference architectures. Coordinate with Fireworks marketing on AWS-specific demand generation and co-marketing assets.
Operationalize and Measure: Own Fireworks AI AWS Marketplace metrics: trial conversions, CPPO transactions, and revenue attribution. Maintain a shared pipeline dashboard visible to both Fireworks and AWS stakeholders; review at each QBR. Identify and submit MAP and co-invest funding proposals; manage them through to approval and execution. Surface blockers in product positioning, tier standing, or program gaps to VP with proposed fixes.
Maintain and Grow the Relationship: Run quarterly business reviews with AWS PDMs and leadership; arrive with pipeline data, win stories, and next-quarter commitments. Expand Fireworks AI contacts beyond the primary PDM: AWS SAs, ISV team leadership, and Marketplace team. Track changes in AWS program terms, co-sell incentives, and tier requirements; adapt Fireworks positioning ahead of the curve. Maintain an internal AWS relationship map - contacts, roles, last meaningful interaction - updated each quarter.