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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.
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.
A Day in the Life
- 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.
Expertise & Qualifications
- 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.
- 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.
Fireworks AI Redwood, California, USA Office
Redwood, CA, United States, 94063
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