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AWS Partner Development Manager

Fireworks AI· Partnerships
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Hybrid (Remote, USA; San Mateo, CA)$0 - $315k + equityfull-timePosted 4mo ago

About the role

Role focused on building and accelerating the Fireworks AI AWS co-sell motion to convert AWS partnership into enterprise revenue, including pipeline origination, partner events, and joint GTM programs.

Responsibilities

  • 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.
  • Partner Events and Follow-Up
  • - 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.
  • Build the AWS GTM Motion
  • - 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.
  • Operationalize and Measure
  • - 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.
  • Maintain and Grow the Relationship
  • - 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.

Qualifications

  • 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.

Skills

Required:AWS co-sellAccount mappingPipeline management
Last updated Jul 29, 2026. Interested? Apply on the company site.
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