AI Factory Partnerships Lead - OEM & Infrastructure Alliances

ABOUT US: Fireworks is the platform for specialized intelligence, enabling companies to build, train, and serve AI models tailored to their own data, workflows, and products. Founded by the team behind PyTorch and backed by AMD, Atreides, Benchmark Capital, Index Ventures, Lightspeed, NVIDIA, Sequoia Capital, and TCV, Fireworks powers production AI with hundreds of state-of-the-art open models across text, image, embedding, audio, and multimodal workloads. Today, Fireworks is a Series D company valued at $17.5 billion, bringing together an ambitious, collaborative team that's building the future of enterprise AI. About the role Enterprises 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 own Bundle 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 WHY FIREWORKS? - Solve Hard Problems: Tackle challenges at the forefront of AI infrastructure, from low-latency inference to scalable model serving. - Build What’s Next: Work with bleeding-edge technology that impacts how businesses and developers harness AI globally. - Ownership & Impact: Join a fast-growing, passionate team where your work directly shapes the future of AI—no bureaucracy, just results. - Learn from the Best: Collaborate with world-class engineers and AI researchers who thrive on curiosity and innovation. Fireworks AI is an equal-opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all innovators.