AWS Partner Development Manager

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🔥 0 minutes ago

🏄 California – Remote

🏄 California – Remote

💵 $275k - $315k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

🤝 Client Partner

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Fireworks AI

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2022

🤖 Artificial Intelligence

☁️ SaaS

🏢 Enterprise

🔥 Funding within the last year

💰 $230M Series C - Fireworks AI on 2025-10

Artificial Intelligence • SaaS • Enterprise

Fireworks AI is a cloud platform for running, tuning, and scaling open-source generative AI models. It provides a serverless inference cloud and model lifecycle management for developers and enterprises, enabling fast, cost-optimized inference, fine-tuning (including RL and quantization-aware techniques), and global auto-scaling without managing infrastructure. Fireworks supports multimodal workloads, enterprise RAG, agents, code copilots, and developer tooling (API/CLI/SDK), and emphasizes enterprise-grade security, compliance (SOC2, HIPAA, GDPR), and performance optimizations for production AI deployments.

📋 Description

• Source and Close Co-Sell Pipeline • Run joint account mapping with AWS PDMs to surface Fireworks-adjacent workloads in active enterprise accounts • Register co-sell opportunities in ACE; own each from qualification to close working alongside Fireworks AEs • Lead high-touch engagement on priority accounts: joint calls, on-sites, and executive introductions with AWS field sellers • Track pipeline velocity and AWS-influenced revenue; flag stalled deals to VP with a clear recommended action • Own Fireworks AI presence at AWS Summits, re:Invent, and regional field events: meeting strategy, priorities, and speaker submissions • Build pre-event target lists with AWS PDMs and execute outreach in the 4 weeks before each event • Convert post-event meetings to ACE registrations and AE handoffs within 5 business days - no leads left to go cold • Track event-sourced pipeline per activation; report attribution to VP and feed results into future event planning • Author joint solution briefs targeting enterprise AI inference use cases on AWS; get AWS SA sign-off before publishing • Develop co-sell plays for key verticals - financial services, healthcare, tech - mapped to specific AWS SA coverage • Build Fireworks AI presence in Bedrock and SageMaker-adjacent workflows through co-built reference architectures • Coordinate with Fireworks marketing on AWS-specific demand generation and co-marketing assets • Own Fireworks AI AWS Marketplace metrics: trial conversions, CPPO transactions, and revenue attribution • Maintain a shared pipeline dashboard visible to both Fireworks and AWS stakeholders; review at each QBR • Identify and submit MAP and co-invest funding proposals; manage them through to approval and execution • Surface blockers in product positioning, tier standing, or program gaps to VP with proposed fixes • Run quarterly business reviews with AWS PDMs and leadership; arrive with pipeline data, win stories, and next-quarter commitments • Expand Fireworks AI contacts beyond the primary PDM: AWS SAs, ISV team leadership, and Marketplace team • Track changes in AWS program terms, co-sell incentives, and tier requirements; adapt Fireworks positioning ahead of the curve • Maintain an internal AWS relationship map - contacts, roles, last meaningful interaction - updated each quarter

🎯 Requirements

• 6-8 years in cloud partnerships, ISV alliances, or field sales with AWS as the primary motion • 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

🏖️ Benefits

• Total compensation includes meaningful equity in a fast-growing startup • Competitive salary • Comprehensive benefits package