Head of Systems Integrators
Hybrid (Remote, USA; San Mateo, CA)$330k - $380kfull-timePosted 4mo ago
About the role
Senior leadership role responsible for originating, structuring, and embedding Fireworks within top-tier Global System Integrators (GSIs) to drive joint value, delivery governance, and dedicated practice development. Focus is on strategy and origination rather than day-to-day partner management, with emphasis on building and enabling SI partnerships, co-delivery models, and scalable GTM approaches.
Responsibilities
- 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
- 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
- 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
- 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
Qualifications
- 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
Skills
Required:Strategic deal originationGSI/ SI partnership developmentTechnical enablement design (FDE, SFT, RLHF)
Benefits
- Equity in a fast-growing startup
- Competitive salary
- Comprehensive benefits package
Last updated Jul 29, 2026. Interested? Apply on the company site.
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