AI Factory Partnerships Lead - OEM & Infrastructure Alliances

Enterprises are standing up AI factories: full-stack, on-prem and colocated deployments of compute, networking, storage, and models. The role assembles alliances across OEMs (Dell, HPE, and others) and silicon (NVIDIA and others), packaged with Fireworks as the operating system on top. The Partnerships Lead owns the bundle definition, joint pricing, and go-to-market plan end to end, from first alliance conversation to repeatable revenue.

Responsibilities

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; 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

Requirements

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