Partnerships Lead

The role

This person will drive sourced pipeline and revenue through the Microsoft Azure channel. They will map Microsoft's field organization, activate co-sell motions, and build repeatable sales plays.

What you will do

• 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
• Build and maintain a map of Microsoft's field org
• Develop working relationships with PDMs, field AEs, and ISV partner managers at Microsoft
• Serve as primary point of contact for joint business reviews and co-sell coordination
• Develop sales plays tailored to the ISV and enterprise motion
• Build and deliver enablement for Microsoft field sellers
• Design intake, escalation, and co-sell workflows
• Own joint business planning with Microsoft counterparts

Required qualifications

• 7+ years in GTM, partnerships, or field sales at a technology company
• Knowledge of Microsoft's field org including account teams, SSPs, GBBs, marketplace mechanics, co-sell programs, MACC spend, and partner incentives
• Ability to build systems and document playbooks
• Ability to own a number and stay accountable on pipeline sourcing, progression, and forecasting
• Ability to communicate clearly and concisely
• Working fluency in model serving, inference optimization, and AI training infrastructure

Nice to have

• Experience working at or within a hyperscaler partner ecosystem (Microsoft, AWS, GCP)
• Experience selling or partnering in AI/ML infrastructure, model serving, or MLOps
• Experience working with ISVs at the platform layer
• Non-linear career path

About the company

Fireworks is a Series D company providing a platform for specialized intelligence to build, train, and serve AI models. The company is backed by investors including AMD, NVIDIA, and Sequoia Capital.