About the roleEnterprises 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.
What you'll ownBundle 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
You're a good fit if you have- 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)
Nice to have- Background selling into on-prem or sovereign AI deployments, where the customer runs the hardware and the vendor runs the software
- Familiarity with LLM inference economics: throughput per GPU, utilization, and why the software layer determines the ROI of the whole bundle
