Partnerships Lead
Remote • London • FullTime
Posted 1mo ago
Remote Work Policy
Fully remote
Employment Type
FullTime
Categories
Applied AI Engineer
About the job
Fireworks AI is seeking a high-ownership sales operator to drive sourced pipeline and revenue through the Microsoft Azure channel. This quota-carrying, field-facing role involves mapping Microsoft's ISV and enterprise field organization, activating co-sell motions with key personnel, and building repeatable sales plays to guide customers to Fireworks AI via Azure Foundry. You will own the forecast and the number, with significant influence over how Fireworks engages Microsoft's field teams and builds a scalable co-sell motion. This is an opportunity for someone who thrives on creating from scratch and is accountable to achieving targets in a dynamic environment.
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 and clear escalation visibility.
- Build and maintain a map of Microsoft's field organization across ISV and enterprise-facing teams.
- 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.
- Develop sales plays tailored to the ISV and enterprise motion, positioning Fireworks AI's inference platform.
- Build and deliver enablement for Microsoft field sellers on Fireworks AI.
- Design intake, escalation, and co-sell workflows to prevent deal stalling.
- Own joint business planning with Microsoft counterparts, including territory plans, account maps, co-sell targets, and QBR cadences.
- Coordinate co-marketing moments to generate ISV and enterprise pipeline.
- Surface field intelligence from Microsoft conversations back to Fireworks AI's product and GTM teams.
Requirements
- 7+ years in GTM, partnerships, or field sales at a technology company with a track record of operating fast in changing environments.
- Deep understanding of Microsoft's field organization, including account teams, SSPs, GBBs, marketplace mechanics, co-sell programs, MACC spend, and partner incentives.
- Ability to build systems, document motions, create playbooks, and make sales processes repeatable.
- Comfortable owning a number and staying accountable for pipeline sourcing, progression, and forecasting.
- Clear and concise communication skills, able to translate complex platform capabilities into value stories for non-technical sellers.
- Accountability for pipeline hygiene and forecast accuracy.
- Genuine curiosity about how AI inference platforms work, with working fluency in model serving, inference optimization, and AI training infrastructure.
- Ability to hold credible conversations with solutions architects and technical evaluators.
Benefits
- Solve Hard Problems: Tackle challenges at the forefront of AI infrastructure.
- Build What’s Next: Work with bleeding-edge technology.
- Ownership & Impact: Join a fast-growing team where your work directly shapes the future of AI.
- Learn from the Best: Collaborate with world-class engineers and AI researchers.