Partnerships Lead

Fireworks AI; United States; On-site; USD 150,000 - 210,000; Full time

Job summary

Fireworks AI is seeking a high-ownership sales operator to drive sourced pipeline and revenue through the Microsoft Azure channel. You’ll map Microsoft ISV and enterprise field orgs, activate co-sell motions with the right PDMs and AEs, and build repeatable sales plays that move customers to Fireworks AI through Azure Foundry.

You’ll own the forecast and the number, influence engagement with Microsoft field teams, and shape co-sell processes across ISV and enterprise segments.

Qualifications

• 7+ years in GTM, partnerships, or field sales in technology.
• Experience with hyperscaler partner ecosystems (Microsoft, AWS, or GCP).
• Strong forecasting and target ownership with a track record of driving revenue.

Responsibilities

• Source and own a pipeline target through the Microsoft Azure channel.
• Co-sell qualified opportunities with Microsoft ISV and enterprise AEs and PDMs.
• Run weekly forecasting cadences with accurate CRM hygiene.
• Develop sales plays tailored to ISV and enterprise motion.
• Own joint business planning with Microsoft counterparts and coordinate co-marketing moments.

Skills

Microsoft Azure

GTM strategy

Pipeline management

Forecasting

Partnerships

ISV collaboration

CRM hygiene

Sales enablement

Cross-functional communication

Quota carrying

Tools

CRM (Salesforce)

MS Excel

PowerPoint

Job description

We’re hiring a high-ownership sales operator to drive sourced pipeline and revenue through the Microsoft Azure channel

This is a quota-carrying, field-facing role. You’ll map Microsoft’s ISV and enterprise field org, activate co-sell motions with the right PDMs and AEs, and build the repeatable sales plays that move customers to Fireworks AI through Azure Foundry

You’ll own the forecast and the number

The playbook doesn’t fully exist yet. You’ll have real influence over how we engage Microsoft’s field teams, what good looks like for partner-sourced pipeline, and how we build a co-sell motion that scales across ISV and enterprise segments

Pipeline and revenue

• Source and own a pipeline target through the Microsoft Azure channel
• Co-sell qualified opportunities with Microsoft ISV and enterprise AEs and PDMs
• Run weekly forecasting cadences with accurate CRM hygiene and clear escalation visibility

Team mapping and stakeholder management

• Build and maintain a living map of Microsoft’s field org across ISV and enterprise-facing teams - who owns which accounts, who moves deals, who has co-sell budget
• Develop working relationships with PDMs, field AEs, and ISV partner managers at Microsoft
• Serve as Fireworks AI’s primary point of contact for joint business reviews, pipeline reviews, and co-sell coordination

Sales plays and enablement

• Develop sales plays tailored to the ISV and enterprise motion - positioning Fireworks AI’s inference platform against the decision criteria that matter in each segment
• Build and deliver enablement for Microsoft field sellers on Fireworks AI: clear, crisp positioning they can use in front of customers without a technical translator
• Design the intake, escalation, and co-sell workflows that keep deals from stalling

Joint planning and operations

• Own joint business planning with Microsoft counterparts: territory plans, account maps, co-sell targets, and QBR cadences
• Coordinate co-marketing moments (joint events, solution briefs, field plays) that generate ISV and enterprise pipeline
• Surface field intelligence from Microsoft conversations back to Fireworks AI’s product and GTM teams

Hold yourself accountable to pipeline hygiene and forecast accuracy - not just relationship depthKnow how Microsoft’s field org actually works: account teams, SSPs, GBBs, marketplace mechanics, co-sell programs, MACC spend, partner incentives - and how to activate them at the deal levelAre comfortable owning a number before all the conditions are perfect, and stay accountable on pipeline sourcing, progression, forecastingBuild systems, not just run plays. You document the motion, create the playbooks, and make it repeatableHave 7+ years in GTM, partnerships, or field sales at a technology company - and a track record of operating fast when the environment changesCan communicate clearly and concisely - you translate complex platform capabilities into a value story a non-technical field seller can use in front of a customerIf you thrive when you’re creating from scratch and can hold yourself accountable to a number while doing it, this is the roleThis is not an engineering role. But it requires genuine curiosity about how AI inference platforms workYou’ll need working fluency in model serving, inference optimization, and AI training infrastructure - enough to speak credibly about why Fireworks AI’s platform matters to ISVs and enterprises evaluating options in the marketThe technical bar:The through-line: you need to understand what we do well enough to translate it for someone who doesn’t. That’s the barIf you don’t have that fluency today, you can build it here - we’ll help. What you can’t be is someone who deflects every technical question or can’t hold a credible 30-minute conversation with a solutions architect or a technical evaluatorExperience working at or within a hyperscaler partner ecosystem (Microsoft, AWS, GCP)Experience selling or partnering in AI/ML infrastructure, model serving, or MLOpsExperience working with ISVs at the platform layer - understanding their build-vs-buy decisions and procurement dynamicsNon-linear career path - varied, scrappy backgrounds carry real weight here