Partnerships Lead

Fireworks • New York, NY

1d

About The Position

Fireworks is hiring a high-ownership, quota-carrying, field-facing sales operator to drive sourced pipeline and revenue through the Microsoft Azure channel. The Partnerships Lead will map Microsoft’s ISV and enterprise field organization, activate co-sell motions with partner development managers (PDMs) and account executives (AEs), and create repeatable sales plays that move customers to Fireworks AI through Azure Foundry. The role owns the forecast and pipeline target, while helping define how Fireworks engages Microsoft field teams and scales co-selling across ISV and enterprise segments.

The role includes building and maintaining a map of Microsoft field stakeholders and account ownership; developing relationships with PDMs, field AEs, and ISV partner managers; and acting as Fireworks AI’s primary contact for joint business reviews, pipeline reviews, and co-sell coordination. The Partnerships Lead will develop segment-specific sales plays, enable Microsoft sellers to position Fireworks AI, and design intake, escalation, and co-sell workflows.

The position also owns joint business planning with Microsoft counterparts, including territory plans, account maps, co-sell targets, and quarterly business review cadences. It coordinates co-marketing activities that generate pipeline and shares field intelligence with Fireworks AI product and go-to-market teams. This is not an engineering role, but requires working fluency in AI inference platforms, model serving, inference optimization, and AI training infrastructure to credibly discuss the platform with technical evaluators and translate its value for non-technical sellers.

Requirements

• At least 7 years of experience in go-to-market, partnerships, or field sales at a technology company.
• A track record of operating quickly when the environment changes.
• Knowledge of Microsoft’s field organization, including account teams, SSPs, GBBs, marketplace mechanics, co-sell programs, MACC spend, and partner incentives, and how to activate these at the deal level.
• Ability to build and document repeatable systems and playbooks, rather than only execute existing plays.
• Comfort and accountability in owning a number, pipeline sourcing and progression, and forecasting before all conditions are perfect.
• Clear, concise communication and the ability to translate complex platform capabilities into a value story usable by non-technical field sellers.
• Accountability for pipeline hygiene and forecast accuracy.
• Working fluency in model serving, inference optimization, and AI training infrastructure, or willingness and ability to build that fluency in the role.
• Ability to discuss the platform credibly with a solutions architect or technical evaluator and translate its value for people without a technical background.

Nice To Haves

• Experience working at or within a hyperscaler partner ecosystem such as Microsoft, AWS, or GCP.
• Experience selling or partnering in AI/ML infrastructure, model serving, or MLOps.
• Experience working with ISVs at the platform layer, including understanding build-versus-buy decisions and procurement dynamics.
• A non-linear career path or varied, scrappy background.

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, maintain accurate CRM hygiene, and provide clear escalation visibility.
• Build and maintain a current map of Microsoft’s ISV- and enterprise-facing field organization, account ownership, deal stakeholders, and co-sell budget ownership.
• Develop working relationships with Microsoft PDMs, field AEs, and ISV partner managers.
• Serve as Fireworks AI’s primary contact for joint business reviews, pipeline reviews, and co-sell coordination.
• Develop sales plays tailored to ISV and enterprise segments and their decision criteria.
• Build and deliver enablement for Microsoft field sellers on positioning Fireworks AI to customers.
• Design intake, escalation, and co-sell workflows to prevent deals from stalling.
• Own joint business planning with Microsoft counterparts, including territory plans, account maps, co-sell targets, and QBR cadences.
• Coordinate co-marketing activities, including joint events, solution briefs, and field plays, to generate pipeline.
• Share field intelligence from Microsoft conversations with Fireworks AI product and go-to-market teams.
• Maintain pipeline hygiene and forecast accuracy and remain accountable for pipeline sourcing and progression.

Benefits

• Work on challenging AI infrastructure problems, including low-latency inference and scalable model serving.
• Work with emerging technology that affects how businesses and developers use AI globally.
• Opportunity to shape the future of AI at a fast-growing team with a focus on ownership and impact.
• Collaborate with engineers and AI researchers.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed