Fireworks AI

Fireworks AI

AWS Partner Development Manager

Remote, USA; San Mateo, CA

Sponsorship not specified$275k-$315kDetected 30 days ago
AWSPyTorchLLMsSASLeadership

About the role

  • Run joint account mapping with AWS PDMs to surface Fireworks-adjacent workloads in active enterprise accounts.
  • Track pipeline velocity and AWS-influenced revenue; flag stalled deals to VP with a clear recommended action.
  • Track event-sourced pipeline per activation; report attribution to VP and feed results into future event planning.

Responsibilities

  • 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.
  • Build Fireworks AI presence in Bedrock and SageMaker-adjacent workflows through co-built reference architectures.
  • 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.
  • Maintain an internal AWS relationship map - contacts, roles, last meaningful interaction - updated each quarter.

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 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.
  • Deep working knowledge of APN programs, ISV Accelerate co-sell terms, AWS Marketplace and CPPO, and ACE pipeline tooling.
  • Closed large enterprise deals through the AWS co-sell channel with verifiable named accounts
  • deal size and complexity consistent with strategic enterprise AI.
  • 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.
  • 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.
  • Total compensation for this role also includes meaningful equity in a fast-growing startup, along with a competitive salary and comprehensive benefits package. Base salary is determined by a range of factors including individual qualifications, experience, skills, interview performance, market data, and work location. The listed salary range is intended as a guideline and may be adjusted.
  • On Target Earnings (Plus Equity)
  • $275,000 - $315,000 USD

Compensation

  • Total compensation for this role also includes meaningful equity in a fast-growing startup, along with a competitive salary and comprehensive benefits package.

Benefits

  • Develop co-sell plays for key verticals - financial services, healthcare, tech - mapped to specific AWS SA coverage.

Company info

  • 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.
  • The Role
  • 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.
  • What You'll Own
  • 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 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.
  • Source and Close Co-Sell Pipeline
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