[Hiring] AWS Partner Development Manager @Fireworks AI

Role Description

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

• 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.

Qualifications

• 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.

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 know the AWS partner programs well enough that you do not need to be briefed on how ACE, ISV Accelerate, or Marketplace work.
• You are comfortable stepping into an existing motion and making it faster, not starting from zero.

Benefits

• Total compensation for this role 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.
• On Target Earnings (Plus Equity): $275,000 — $315,000 USD.

Company Description

Fireworks AI is an equal-opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all innovators.