AWS Partner Development Manager

About Us

• 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
• 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
• 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
• creating the conditions for large deals to move.
• 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.
• 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.
• 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.
• Maintain and Grow the Relationship
• Run quarterly business reviews with AWS PDMs and leadership; arrive with pipeline data, win stories, and next-quarter commitments.
• Expand Fireworks AI contacts beyond the primary PDM: AWS SAs, ISV team leadership, and Marketplace team.
• Track changes in AWS program terms, co-sell incentives, and tier requirements; adapt Fireworks positioning ahead of the curve.
• 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
• 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
• 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 know the AWS partner programs well enough that you do not need to be briefed on how ACE, ISV Accelerate
• Marketplace work. You are comfortable stepping into an existing motion and making it faster, not starting from zero.
• 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.
• 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 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
• 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
• Why Fireworks AI?
• 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.