AWS Partner Development Manager

Fireworks AI

AWS Partner Development Manager utilizing AWS partnerships to drive enterprise growth. Overseeing co-sell pipeline, partner events, and joint marketing strategies to maximize revenue.

Posted 6/22/2026full-timeRemote • California • 🇺🇸 United StatesMid-LevelSenior💰 $275,000 - $315,000 per yearWebsite

Tech Stack

Tools & technologies

AWSCloud

About the role

Key responsibilities & impact

Source and Close Co-Sell Pipeline
Run joint account mapping with AWS PDMs to surface Fireworks-adjacent workloads in active enterprise accounts
Register co-sell opportunities in ACE; own each from qualification to close working alongside Fireworks AEs
Lead high-touch engagement on priority accounts: joint calls, on-sites, and executive introductions with AWS field sellers
Track pipeline velocity and AWS-influenced revenue; flag stalled deals to VP with a clear recommended action
Own Fireworks AI presence at AWS Summits, re:Invent, and regional field events: meeting strategy, priorities, and speaker submissions
Build pre-event target lists with AWS PDMs and execute outreach in the 4 weeks before each event
Convert post-event meetings to ACE registrations and AE handoffs within 5 business days - no leads left to go cold
Track event-sourced pipeline per activation; report attribution to VP and feed results into future event planning
Author joint solution briefs targeting enterprise AI inference use cases on AWS; get AWS SA sign-off before publishing
Develop co-sell plays for key verticals - financial services, healthcare, tech - mapped to specific AWS SA coverage
Build Fireworks AI presence in Bedrock and SageMaker-adjacent workflows through co-built reference architectures
Coordinate with Fireworks marketing on AWS-specific demand generation and co-marketing assets
Own Fireworks AI AWS Marketplace metrics: trial conversions, CPPO transactions, and revenue attribution
Maintain a shared pipeline dashboard visible to both Fireworks and AWS stakeholders; review at each QBR
Identify and submit MAP and co-invest funding proposals; manage them through to approval and execution
Surface blockers in product positioning, tier standing, or program gaps to VP with proposed fixes
Run quarterly business reviews with AWS PDMs and leadership; arrive with pipeline data, win stories, and next-quarter commitments
Expand Fireworks AI contacts beyond the primary PDM: AWS SAs, ISV team leadership, and Marketplace team
Track changes in AWS program terms, co-sell incentives, and tier requirements; adapt Fireworks positioning ahead of the curve
Maintain an internal AWS relationship map - contacts, roles, last meaningful interaction - updated each quarter

Requirements

What you’ll need

6-8 years in cloud partnerships, ISV alliances, or field sales with AWS as the primary motion
Closed large enterprise deals through the AWS co-sell channel with verifiable named accounts; deal size and complexity consistent with strategic enterprise AI
Deep working knowledge of APN programs, ISV Accelerate co-sell terms, AWS Marketplace and CPPO, and ACE pipeline tooling
Has sold a technically complex product and can engage with AWS SAs and technical buyers without needing a pre-sales translator
Has planned, staffed, and followed up from major AWS field events - Summit, re:Invent - and can show the pipeline that came from them

Benefits

Comp & perks

Total compensation includes meaningful equity in a fast-growing startup
Competitive salary
Comprehensive benefits package

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

cloud partnershipsISV alliancesfield salesenterprise AIpipeline managementco-sell strategiesevent planningsolution briefsrevenue attributiondata analysis

Soft Skills

leadershipcommunicationstrategic thinkingrelationship buildingproblem solvingcollaborationnegotiationpresentation skillsorganizational skillsadaptability

Certifications

AWS certifications