About the role
About Us: At Fireworks, we’re building the future of generative AI infrastructure. Our platform delivers the highest-quality models with the fastest and most scalable inference in the industry. We’ve been independently benchmarked as the leader in LLM inference speed and are driving cutting-edge innovation through projects like our own function calling and multimodal models. Fireworks is a Series C company valued at $4 billion and backed by top investors including Benchmark, Sequoia, Lightspeed, Index, and Evantic. We’re an ambitious, collaborative team of builders, founded by veterans of Meta PyTorch and Google Vertex AI.
The Role: SIs are Fireworks' highest-leverage GTM channel and this function does not exist yet. The person in this role originates and structures the deals, builds the partners, makes them technically capable, and embeds Fireworks into how they sell. The weight is upstream: strategy and origination, not day-to-day partner management. What You Will Own: Originate and Structure 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 Recruit and Develop 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 Enable 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 Embed 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
