Partner Sales Manager

Fireworks•Redwood City, CA

63d

About The Position

Here at Fireworks, we're building the future of generative AI infrastructure. Fireworks offers the generative AI platform with the highest-quality models and the fastest, most scalable inference. We've been independently benchmarked to have the fastest LLM inference and have been getting great traction with innovative research projects, like our own function calling and multi-modal models. Fireworks is funded by top investors, like Benchmark and Sequoia, and we're an ambitious, fun team composed primarily of veterans from Pytorch and Google Vertex AI. Fireworks AI is seeking a Partner Sales Manager to accelerate revenue through strategic partner ecosystems. This role is designed for a sales-oriented GTM operator who thrives at the intersection of partnerships, sales execution, and solution strategy. You'll drive new business meetings, deal velocity, sales-qualified leads (SQLs), and strategic agreements through co-sell motions with cloud providers (e.g., AWS, Microsoft, GCP), Global & Regional System Integrators, and Independent Software Vendors. This is a high-impact role blending partner GTM execution, sales acceleration, and solution positioning. You will act as the frontline GTM engine, turning partner strategies into pipeline, revenue, and market momentum.

Requirements

5+ years in partner sales, channel sales, solutions engineering, or GTM roles at a high-growth AI/ML, cloud, or infrastructure company.
Proven track record of sourcing and driving net-new pipeline through partner ecosystems - including setting meetings, qualifying opportunities, and accelerating deals to close.
Experience executing co-sell programs with hyperscalers (AWS ISV Accelerate, GCP Marketplace, Microsoft Pegasus), SIs, or ISVs.
Strong understanding of cloud infrastructure, AI/ML stacks, and modern deployment patterns (e.g., VPC, SaaS integrations) to support technical solutioning during sales cycles.
Excellent sales acumen with the ability to communicate value propositions to both technical and business audiences.
Skilled at joint account planning, opportunity mapping, and partner field alignment to maximize pipeline generation.
Self-starter comfortable operating in a fast-paced, high-growth environment with shifting priorities.

Responsibilities

Drive New Business Meetings & Pipeline Growth
Partner with hyperscaler field teams (e.g., AWS Partner Sales Managers, Solution Architects) and Fireworks sales to source, qualify, and set high-quality new business meetings across enterprise and digital native segments.
Build and maintain a targeted co-sell engagement pipeline with partners, tracking progression from leads to opportunities to closed revenue.
Proactively identify whitespace accounts and run coordinated partner campaigns to create net-new pipeline.
Accelerate Deal Velocity & Partner-Led SQL Conversion
Lead joint opportunity qualification, solution positioning, and deal orchestration with partner and Fireworks sales teams to convert leads to SQLs quickly.
Support technical discovery and solution design to remove friction from partner-led opportunities and shorten sales cycles.
Serve as a strategic connector between partner field teams, Fireworks AEs, and prospects to keep deals moving efficiently.
Track and report KPIs including new business meetings booked, SQLs generated, deal velocity metrics, and influenced pipeline.
Execute Strategic Partner Co-Sell Motions
Contribute to the structuring and execution of strategic co-sell and GTM agreements with hyperscalers, SIs, and ISVs, ensuring commercial motions are aligned for joint revenue acceleration.
Run structured co-sell programs with cloud and GSI partners that drive measurable pipeline, including account mapping, and co-selling into target accounts.
Collaborate with Marketing and Partnerships to create tailored outreach campaigns, sales enablement assets, and solution briefs for priority verticals and use cases.
Actively track partner engagement through co-sell platforms to ensure opportunities are registered, advanced, and attributed correctly.

Benefits

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.

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