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Head of Systems Integrators

9 hours, 27 minutes ago
United States
Full-time
Lead
Business Development
Product Management
Generative AI PyTorch
Apply Now
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
View All Jobs 4

Description

  • Source and close first-of-a-kind commercial agreements with Tier-1 systems integrators, including framework deals, global MoUs, and joint offering structures.
  • Define the joint value proposition and align SI executive and business-line leadership on the commercial and delivery model.
  • Navigate matrixed SI organizations to secure internal mandates for dedicated practices or centers of excellence.
  • Define co-delivery swimlanes and market ownership to reduce channel conflict and protect delivery quality.
  • Identify and recruit Tier-1 SI partners with credible AI practices and target-vertical client access.
  • Build conviction across partner stakeholders, from alliance teams to equity partners, for the Fireworks opportunity.
  • Connect Fireworks engineers, sales, and product teams with partner counterparts to establish functional working relationships.
  • Guide partners in standing up a Fireworks service offering, including capability definition, staffing, pricing, and go-to-market positioning.
  • Design and own partner certification and enablement for inference, fine-tuning pipelines, production deployment, SFT, RLHF, and model adaptation.
  • Build the operating model for partner engagement, support tiers, escalation paths, and commercial attribution.
  • Run the direct technical interface between partner delivery teams and Fireworks engineers for active engagements.
  • Own partner recertification when Fireworks ships model updates so delivery is not disrupted.
  • Embed Fireworks into SI practice playbooks, internal solution frameworks, and default AI architecture choices.
  • Produce joint innovation content such as reference architectures, solution briefs, and thought leadership under partner credentials.
  • Develop case studies with measurable outcomes such as latency, cost reduction, and model quality.
  • Build relationships at the practice lead and delivery principal level across active SI partners.

Requirements

  • 8-10 years of experience across top-tier consulting, enterprise technology, AI/ML vendor roles, or senior SI alliance leadership.
  • Direct exposure to how GSIs structure, sell, and deliver.
  • Track record of closing non-standard strategic agreements such as MoUs, framework deals, and joint offering structures with major GSIs or consulting firms.
  • Working knowledge of GSI operating models, including practice formation, CoE funding, delivery authority, and internal service-line competition.
  • ML stack fluency sufficient to design and assess technical enablement for fine-tuning, inference, and deployment pipelines.
  • Demonstrated 0-to-1 program or function-building experience, not just inherited playbooks.
  • Ability to operate credibly at the C-suite and equity partner level.
  • Prior experience inside a leading GSI or MBB AI practice is a plus.
  • Hands-on post-training experience with SFT, RL, or RLHF is a plus.
  • Existing relationships at practice lead or delivery principal level within major consulting or SI AI practices are a plus.

Benefits

  • On-target earnings of $330,000-$380,000 USD plus equity.
  • Meaningful equity in a fast-growing startup.
  • Competitive salary.
  • Comprehensive benefits package.
  • Opportunity to work on cutting-edge AI infrastructure and low-latency inference problems.
  • High ownership and impact in a fast-growing team.
  • Opportunity to collaborate with world-class engineers and AI researchers.
  • Inclusive, equal-opportunity workplace.

Interested in this position?

Apply directly on the company website

Apply Now

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