AWS Partner Development Manager

This is a fully remote position, open to applicants in California.

📋 Description

• Identify and finalize co-sell opportunities within the pipeline.

• Collaborate with AWS Partner Development Managers on joint account mapping to uncover Fireworks-related workloads in existing enterprise accounts.

• Register co-sell prospects in ACE and manage each opportunity from qualification to close in partnership with Fireworks Account Executives.

• Drive high-engagement initiatives on priority accounts, including joint calls, on-site meetings, and executive introductions with AWS field sellers.

• Monitor pipeline velocity and AWS-influenced revenue; escalate stalled deals to the VP with a well-defined recommended course of action.

• Represent Fireworks AI at AWS Summits, re:Invent, and regional field events, overseeing meeting strategies, priorities, and speaker submissions.

• Create pre-event target lists in conjunction with AWS PDMs and execute outreach efforts in the month leading up to each event.

• Convert post-event meetings into ACE registrations and facilitate AE handoffs within five business days, ensuring no leads go cold.

• Track event-generated pipeline per activation; report attribution to the VP and incorporate findings into future event planning.

• Author collaborative solution briefs targeting enterprise AI inference use cases on AWS, securing AWS Solutions Architect approval prior to publication.

• Develop co-sell strategies for key sectors - financial services, healthcare, and technology - aligned with specific AWS Solutions Architect coverage.

• Enhance Fireworks AI's presence in Bedrock and SageMaker-adjacent workflows through collaboratively developed reference architectures.

• Collaborate with Fireworks marketing on AWS-focused demand generation and co-marketing materials.

• Monitor Fireworks AI's AWS Marketplace performance metrics, including trial conversions, CPPO transactions, and revenue attribution.

• Maintain a shared pipeline dashboard accessible to both Fireworks and AWS stakeholders, reviewing it during each quarterly business review.

• Identify and submit MAP and co-invest funding proposals, managing them through to approval and execution.

• Highlight obstacles in product positioning, tier status, or program deficiencies to the VP with suggested solutions.

• Conduct quarterly business reviews with AWS PDMs and leadership, presenting pipeline data, success stories, and commitments for the next quarter.

• Broaden Fireworks AI connections beyond the primary PDM to include AWS Solutions Architects, ISV team leaders, and the Marketplace team.

• Monitor changes in AWS program terms, co-sell incentives, and tier requirements, adjusting Fireworks positioning proactively.

• Maintain an internal AWS relationship map detailing contacts, roles, and last meaningful interactions, updated quarterly.

⛳️ Requirements

• 6-8 years of experience in cloud partnerships, ISV alliances, or field sales with AWS as the primary focus.

• Successfully closed substantial enterprise deals through the AWS co-sell channel with verifiable named accounts; deal size and complexity should align with strategic enterprise AI.

• Thorough knowledge of APN programs, ISV Accelerate co-sell terms, AWS Marketplace and CPPO, as well as ACE pipeline tools.

• Experienced in selling technically complex products and able to engage with AWS Solutions Architects and technical buyers without requiring a pre-sales interpreter.

• Demonstrated experience in planning, staffing, and following up on major AWS field events such as Summit and re:Invent, along with evidence of the pipeline generated from these events.

🏝️ Benefits

• Total compensation package includes significant equity in a rapidly growing startup.

• Competitive salary structure.

• Comprehensive benefits package.