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Fireworks is a Series D AI infrastructure platform (valued at $17.5B) that enables companies to build, train, and serve specialized AI models tailored to their data and workflows. Backed by NVIDIA, Sequoia, AMD, and other tier-one investors, Fireworks powers production AI across text, image, embedding, audio, and multimodal workloads.
You'll join as a quota-carrying Partnerships Lead responsible for driving sourced pipeline and revenue through the Microsoft Azure channel. This is a field-facing role where you'll map Microsoft's ISV and enterprise field organization, activate co-sell motions with Product Delivery Managers and Account Executives, and build repeatable sales plays that move customers to Fireworks through Azure Foundry.
Key responsibilities include: owning a pipeline target through the Microsoft Azure channel; co-selling qualified opportunities with Microsoft ISV and enterprise teams; running weekly forecasting cadences with accurate CRM hygiene; building and maintaining a living map of Microsoft's field org to identify key stakeholders and co-sell budget holders; developing working relationships with PDMs, field AEs, and ISV partner managers; creating sales plays tailored to ISV and enterprise motions with clear positioning for non-technical field sellers; designing intake and escalation workflows; owning joint business planning with Microsoft counterparts including territory plans, account maps, and QBR cadences; coordinating co-marketing initiatives; and surfacing field intelligence back to Fireworks product and GTM teams.
You bring 7+ years in GTM, partnerships, or field sales at technology companies with a track record of operating fast in changing environments. You understand how Microsoft's field org actually works—account teams, SSPs, GBBs, marketplace mechanics, co-sell programs, MACC spend, and partner incentives—and can activate them at the deal level. You build systems and repeatable playbooks, not just run one-off plays. You're comfortable owning a number before conditions are perfect and stay accountable on pipeline sourcing, progression, and forecast accuracy. You communicate clearly, translating complex platform capabilities into value stories non-technical sellers can use.
While not an engineering role, this requires genuine curiosity about AI inference platforms. You'll need working fluency in model serving, inference optimization, and AI training infrastructure—enough to speak credibly with solutions architects and technical evaluators. You don't need deep technical expertise today, but you can't deflect technical questions or fail to hold a credible 30-minute conversation about why Fireworks matters.
Nice-to-haves include experience within hyperscaler partner ecosystems (Microsoft, AWS, GCP), selling AI/ML infrastructure or MLOps, working with ISVs at the platform layer, or a non-linear career path.
