Senior Partnerships Manager, Enterprise

About Us:

Here at Fireworks, we’re building the future of generative AI infrastructure. Fireworks offers the generative AI platform with the highest-quality models and the fastest, most scalable inference. We’ve been independently benchmarked to have the fastest LLM inference and have been getting great traction with innovative research projects, like our own function calling and multi-modal models. Fireworks is funded by top investors, like Benchmark and Sequoia, and we’re an ambitious, fun team composed primarily of veterans from Pytorch and Google Vertex AI.

The Role:

We are looking for an experienced, strategic, and results-driven Sr. Partnerships Manager, Enterprise, to join Firework’s growing partnership team. This role will focus on building and expanding relationships with cloud ecosystem partners (e.g., AWS, GCP), system integrators (e.g. Deloitte), and ISV partners, developing joint go-to-market (GTM) strategies, building an enterprise sales pipeline, and accelerating revenue. This is a high-impact, revenue-focused role where you will own key strategic alliances, align partners with sales and marketing efforts, and drive revenue through ecosystem collaboration.

Key Responsibilities:

• Own and expand partnerships with strategic partners (Cloud, Consulting, Ecosystem) to drive pipeline and revenue. Work closely with Fireworks and partners’ sales teams to identify, develop, and close deals with a focus on enterprise sales.
• Build and execute joint GTM plans with partners to drive market expansion and sales growth. Collaborate with Fireworks marketing and sales teams to develop co-marketing and co-sell initiatives, joint field events, and demand-generation campaigns with partners.
• Explore opportunities with partners for co-build and product integrations where it would help accelerate Enterprise adoption of Fireworks AI
• Develop and implement enablement programs to equip partners for success and properly position the joint-value prop to customers
• Design and execute segment-specific sales plays and enablement programs
• Track KPIs, revenue impact, and pipeline progression to measure success and refine partnership strategies

Minimum Requirements:

• 7+ years of experience in alliances, partnerships, or channel sales experience, ideally within the enterprise AI/ML or cloud infrastructure space. Deep understanding of the AI and cloud ecosystem.
• Proven track record of building and managing a sales pipeline, negotiating agreements, and scaling partnerships with Hyperscalers, Consulting, SIs, and Ecosystem partners
• Strong experience in co-sell strategies, joint GTM initiatives, and pipeline building with partners. Ability to work cross-functionally with sales, marketing, and product teams to execute high-impact partnerships.
• Strong communication and presentation skills, with the ability to engage and influence senior stakeholders
• Strategic thinking and comfortable in a fast-paced, high-growth environment with shifting priorities

Why Fireworks AI?

• Solve Hard Problems: Tackle challenges at the forefront of AI infrastructure, from low-latency inference to scalable model serving.
• Build What’s Next: Work with bleeding-edge technology that impacts how businesses and developers harness AI globally.
• Ownership & Impact: Join a fast-growing, passionate team where your work directly shapes the future of AI—no bureaucracy, just results.
• Learn from the Best: Collaborate with world-class engineers and AI researchers who thrive on curiosity and innovation.

Fireworks AI is an equal-opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all innovators.