Microsoft Partner Sales Manager

Fireworks AI•San Mateo, NY

1d•Onsite

About The Position

At Fireworks, we’re building the future of generative AI infrastructure. Our platform delivers the highest-quality models with the fastest and most scalable inference in the industry. We’ve been independently benchmarked as the leader in LLM inference speed and are driving cutting-edge innovation through projects like our own function calling and multimodal models. Fireworks is a Series C company valued at $4 billion and backed by top investors including Benchmark, Sequoia, Lightspeed, Index, and Evantic. We’re an ambitious, collaborative team of builders, founded by veterans of Meta PyTorch and Google Vertex AI. 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.

Requirements

7+ years in GTM, partnerships, or field sales at a technology company - and a track record of operating fast when the environment changes
Know Microsoft's field org: 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. Document the motion, create the playbooks, and make it repeatable
Comfortable owning a number before all the conditions are perfect, and stay accountable on pipeline sourcing, progression, forecasting
Communicate clearly and concisely - 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
Genuine curiosity about how AI inference platforms work
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
Ability to hold a credible 30-minute conversation with a solutions architect or a technical evaluator

Nice To Haves

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

Responsibilities

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
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
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
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