AWS Partner Development Manager

6 hours ago
Full-time
Senior
Sales and Business Development
Fireworks AI

Fireworks AI

Fireworks AI is a company that provides a generative AI platform as a service. They use state-of-the-art LLMs and image models to deliver fast and efficient AI solutions. Partnering with leading AI researchers, Fireworks offers models for various use c...

Internet Software & Services
1-10
Founded 2022

Description

  • Run joint account mapping with AWS PDMs to identify Fireworks-adjacent workloads in active enterprise accounts.
  • Register and manage co-sell opportunities in ACE from qualification through close alongside Fireworks AEs.
  • Lead high-touch engagement on priority accounts, including joint calls, on-sites, and executive introductions with AWS field sellers.
  • Own Fireworks AI presence at AWS Summits, re:Invent, and regional field events, including meeting strategy and speaker submissions.
  • Build pre-event target lists with AWS PDMs and execute outreach in the weeks leading up to each event.
  • Convert post-event meetings into ACE registrations and AE handoffs within five business days.
  • Author joint solution briefs for enterprise AI inference use cases and secure AWS SA sign-off before publishing.
  • Develop co-sell plays for key verticals such as financial services, healthcare, and tech.
  • Build Fireworks AI presence in Bedrock- and SageMaker-adjacent workflows through co-built reference architectures.
  • Own AWS Marketplace metrics, including trial conversions, CPPO transactions, and revenue attribution.
  • Maintain a shared pipeline dashboard for Fireworks and AWS stakeholders and review it during quarterly business reviews.
  • Identify blockers in product positioning, tier standing, or program gaps and escalate them with proposed fixes.

Requirements

  • 6-8 years of experience in cloud partnerships, ISV alliances, or field sales with AWS as the primary motion.
  • Proven experience closing large enterprise deals through the AWS co-sell channel with named accounts.
  • Deep working knowledge of APN programs, ISV Accelerate co-sell terms, AWS Marketplace, CPPO, and ACE pipeline tooling.
  • Experience selling a technically complex product to technical buyers, including AWS Solutions Architects.
  • Experience planning, staffing, and following up on major AWS field events such as Summit and re:Invent.
  • Strong understanding of AWS partner programs, including ACE, ISV Accelerate, and Marketplace.
  • Ability to engage directly with AWS SAs and customer engineering leaders without a pre-sales translator.
  • Experience building relationships across AWS field teams, including AWS AEs, PDMs, ISV leadership, and Marketplace teams.
  • Preferred: a pre-existing network inside AWS enterprise and startup-focused sales teams in key US markets.
  • Preferred: experience earning credibility for a newer or less-established product in an AWS co-sell motion.
  • Preferred: experience supporting a joint AWS solution featured in a case study, Marketplace listing, or field playbook.

Benefits

  • On-target earnings of $275,000-$315,000 USD plus equity.
  • Meaningful equity in a fast-growing startup.
  • Competitive salary.
  • Comprehensive benefits package.
  • Opportunity to work on cutting-edge AI infrastructure and scalable model-serving challenges.
  • Ownership in a high-impact role with direct influence on company growth.
  • Exposure to world-class engineers and AI researchers.
  • Inclusive, equal-opportunity workplace environment.

Interested in this position?

Apply directly on the company website

Apply Now

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