AI Factory Partnerships Lead, Fireworks AI

• 10+ years in enterprise infrastructure, with at least one joint offering you built and scaled
• Key relationships inside at least two of: Dell, HPE, NVIDIA, AMD, or equivalent OEM
• Understand the AI factory stack
• Experience in integrated offerings (appliance or validated design programs)

Desirable

• Enterprises are standing up AI factories: full-stack, on-prem and colocated deployments of compute, networking, storage, and models
• Today they assemble that stack themselves and figure out the software layer on their own
• We're hiring a Partnerships Lead to collapse it into a single, pre-integrated bundle
• You'll assemble alliances across OEMs (Dell, HPE, and others), silicon (NVIDIA and others), packaged with Fireworks as the operating system on top
• You'll own the bundle definition, joint pricing, go-to-market plan end to end, from first alliance conversation to repeatable revenue
• The playbook doesn't exist yet
• You'll write it: which OEM to lead with, how to structure the commercial stack, and what the joint reference architecture looks like
• If you want to define the AI factory category rather than inherit one, this is the role
• Bundle construction:
• Build alliances across the stack
• Define the reference bundle with Fireworks as the serving and orchestration layer
• Validate joint architectures with Fireworks engineering
• Structure and negotiate the commercial agreements
• Go-to-market and execution:
• Build and execute the joint GTM plan: ICP, field plays, targets
• Enable field sellers on joint offering
• Drive deals end to end with partner sellers and own the forecast