other
Posted Jun 22AWS Partner Development Manager
at fireworks
Remote
Responsibilities
- Build the AWS GTM Motion - Author joint solution briefs targeting enterprise AI inference use cases on AWS; get AWS SA sign-off before publishing. - Develop co-sell plays for key verticals - financial services, healthcare, tech - mapped to specific AWS SA coverage. - Build Fireworks AI presence in Bedrock and SageMaker-adjacent workflows through co-built reference architectures. - Coordinate with Fireworks marketing on AWS-specific demand generation and co-marketing assets.
- Maintain and Grow the Relationship - Run quarterly business reviews with AWS PDMs and leadership; arrive with pipeline data, win stories, and next-quarter commitments.
- - Track changes in AWS program terms, co-sell incentives, and tier requirements; adapt Fireworks positioning ahead of the curve.
Requirements
- ABOUT US: At Fireworks, we’re building the future of generative AI infrastructure.
- 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.
- We’re an ambitious, collaborative team of builders, founded by veterans of Meta PyTorch and Google Vertex AI.
- In the last few months alone we launched Fireworks Training, partnered with Microsoft Azure Foundry, and published research straight from our production systems.
- (blog https://fireworks.ai/blog/frontier-rl-is-cheaper-than-you-think) - Open source agents with frontier advisors: matching frontier performance through training and harness engineering.
- (blog https://fireworks.ai/blog/open-source-agents-frontier-advisors) - The fine-tuning bottleneck is not the algorithm: integration friction and iteration speed are what actually stall teams; we documented the patterns across dozens of customer engagements.
- (blog) https://fireworks.ai/blog/fine-tuning-bottlenecks 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.
- WHAT YOU'LL OWN Source and Close Co-Sell Pipeline - Run joint account mapping with AWS PDMs to surface Fireworks-adjacent workloads in active enterprise accounts. - Register co-sell opportunities in ACE; own each from qualification to close working alongside Fireworks AEs. - Lead high-touch engagement on priority accounts: joint calls, on-sites, and executive introductions with AWS field sellers. - Track pipeline velocity and AWS-influenced revenue; flag stalled deals to VP with a clear recommended action.
- Partner Events and Follow-Up - 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. - Track event-sourced pipeline per activation; report attribution to VP and feed results into future event planning.
- Operationalize and Measure - Own Fireworks AI AWS Marketplace metrics: trial conversions, CPPO transactions, and revenue attribution. - 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. - Surface blockers in product positioning, tier standing, or program gaps to VP with proposed fixes.
- - Expand Fireworks AI contacts beyond the primary PDM: AWS SAs, ISV team leadership, and Marketplace team.
- - Maintain an internal AWS relationship map - contacts, roles, last meaningful interaction - updated each quarter.
- WHO YOU ARE 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 are comfortable in a room with AWS Solutions Architects or a customer VP of Engineering without a pre-sales resource next to you.
- You know the AWS partner programs well enough that you do not need to be briefed on how ACE, ISV Accelerate, or Marketplace work.
- WHAT YOU BRING - 6-8 years in cloud partnerships, ISV alliances, or field sales with AWS as the primary motion - not one of several cloud relationships.
- - Closed large enterprise deals through the AWS co-sell channel with verifiable named accounts; deal size and complexity consistent with strategic enterprise AI.
- - Deep working knowledge of APN programs, ISV Accelerate co-sell terms, AWS Marketplace and CPPO, and ACE pipeline tooling.
- - 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.
- 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. WHY FIREWORKS AI?
- - Solve Hard Problems: Tackle challenges at the forefront of AI infrastructure, from low-latency inference to scalable model serving.
- - 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.
Benefits
- Bonus - 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
Additional details
- Our platform delivers the highest-quality models with the fastest and most scalable inference in the industry.
- A few examples of what that looks like in practice: - Frontier RL is cheaper than the mega-cluster narrative suggests: we ran cross-region rollouts using 98% sparse weight deltas and published what we learned.
- The weight sits on origination - getting in front of the right account teams, building trust, and creating the conditions for large deals to move.
- You have sold technical products to technical buyers.
- You are comfortable stepping into an existing motion and making it faster, not starting from zero.
- We celebrate diversity and are committed to creating an inclusive environment for all innovators.