Fireworks AI - AWS Partner Development Manager
Requirements
• You have sourced real pipeline from the AWS field - self-generated, not handed to you. AWS AEs and PDMs in multiple regions know your name because you have worked deals with them, and they would take your call today. You have closed large enterprise deals through the AWS co-sell channel and can walk through how those deals moved - who the account team was, what unlocked them, and what you did when they stalled. • You have sold technical products to technical buyers. You are comfortable in a room with AWS Solutions Architects or a customer VP of Engineering without a pre-sales resource next to you. You know the AWS partner programs well enough that you do not need to be briefed on how ACE, ISV Accelerate, or Marketplace work. You are comfortable stepping into an existing motion and making it faster, not starting from zero. • 6-8 years in cloud partnerships, ISV alliances, or field sales with AWS as the primary motion - not one of several cloud relationships. • Closed large enterprise deals through the AWS co-sell channel with verifiable named accounts; deal size and complexity consistent with strategic enterprise AI. • Deep working knowledge of APN programs, ISV Accelerate co-sell terms, AWS Marketplace and CPPO, and ACE pipeline tooling. • Has sold a technically complex product and can engage with AWS SAs and technical buyers without needing a pre-sales translator. • Has planned, staffed, and followed up from major AWS field events - Summit, re:Invent - and can show the pipeline that came from them. • Bonus • Has a pre-existing network inside AWS enterprise and startup-focused sales teams in key US markets - contacts ready to engage on day one. • Has experience navigating an AWS co-sell motion where the product was newer and less established - had to earn credibility, not ride existing demand. • Has been part of a joint AWS solution that got featured in an AWS case study, Marketplace listing, or field playbook. • Total compensation for this role also includes meaningful equity in a fast-growing startup, along with a competitive salary and comprehensive benefits package. Base salary is determined by a range of factors including individual qualifications, experience, skills, interview performance, market data, and work location. The listed salary range is intended as a guideline and may be adjusted. • On Target Earnings (Plus Equity) • $275,000—$315,000 USD
Benefits
• 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.
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