Fireworks AI - Head of Systems Integrators
Requirements
• What matters is that you are a practitioner - close enough to how SIs work to know where the leverage is and where the friction lives. • You are technical enough to earn credibility with FDEs and ML engineers - you understand what SFT and RL mean in production and can design enablement that builds those capabilities in others. GSI experience is a strong plus, not a requirement. What is required: you have closed non-standard strategic agreements before, and you build things that do not exist yet. • 8-10 years across top-tier consulting, enterprise technology or AI/ML vendor roles, or senior SI alliance leadership - with direct exposure to how GSIs structure, sell, and deliver • Track record closing non-standard strategic agreements: MoUs, framework deals, joint offering structures with major GSIs or consulting firms • Working knowledge of how GSIs operate - practice formation, CoE funding, delivery authority, internal service line competition - from the inside or from working alongside them closely • ML stack fluency sufficient to design and assess technical enablement: fine-tuning, inference, deployment pipelines • Demonstrated 0-to-1 program or function builds; not inherited playbooks • Operates at C-suite and equity partner level; measures success by pipeline originated and practice maturity, not activity • Bonus: • Time inside the AI practice of a leading GSI or MBB firm • Hands-on post-training experience: SFT, RL, or RLHF in delivery or program management • Existing relationships at practice lead or delivery principal level within major consulting or SI AI practices • 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) • $330,000—$380,000 USD
Responsibilities
• Originate and Structure • Source and close first-of-a-kind commercial agreements with Tier-1 SIs - framework deals, global MoUs, joint offering structures - where no playbook exists • Define the multi-practice value proposition; align SI executive and line-of-business leadership on why Fireworks and how joint delivery creates margin for both sides • Navigate matrixed GSI org structures to secure internal mandates for dedicated practices or CoEs, aligning competing service lines on governance and delivery standards • Define co-delivery swimlanes and market ownership to prevent channel conflict and protect delivery quality as the partner ecosystem scales • Recruit and Develop • Recruit and Develop • Identify and recruit Tier-1 SI partners with credible AI practices, client access in target verticals, and appetite to build a Fireworks capability • Build conviction at every level - make the commercial and technical case from alliance desk to equity partner • Connect Fireworks engineers, sales, and product to their counterparts at the partner; establish functional working relationships, not just an alliance desk • Guide partners through standing up a Fireworks service offering: capability definition, staffing model, pricing, and GTM positioning • Enable • Design and own FDE certification: inference, fine-tuning pipelines, production deployment - with a track covering SFT, RLHF, and model adaptation • Build the operating model: how projects flow to partners, support tiers, escalation to the Fireworks technical bench, and commercial attribution • Run the direct interface desk - standing technical bridge between partner delivery teams and Fireworks engineers for in-flight engagements • Own model update continuity: when Fireworks ships, re-certify partners before delivery is disrupted • Embed • Place Fireworks in SI practice playbooks and internal solution frameworks - the default inference layer when their AI practices architect for clients • Produce joint innovation content with named Fireworks placement: reference architectures, solution briefs, and thought leadership under partner credentials • Develop case studies with specific, attributable outcomes - latency, cost reduction, model quality - with named clients where possible • Build at practice lead and delivery principal level across all active SI partners, not just alliance managers
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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