AI Factory Partnerships Lead - OEM & Infrastructure Alliances
Fireworks · San Francisco
About this role
## AI Factory Partnerships Lead - OEM & Infrastructure Alliances ### About Fireworks Fireworks is the platform for specialized intelligence—helping companies build, train, and serve AI models tailored to their own data, workflows, and products. Founded by the team behind PyTorch and backed by leading investors, Fireworks powers production AI with hundreds of state-of-the-art open models across text, image, embedding, audio, and multimodal workloads. ### The Role Enterprises are standing up **AI factories**: full-stack, on-prem and colocated deployments of compute, networking, storage, and models. Today, they assemble much of this stack themselves and figure out the software layer on their own. We’re hiring a **Partnerships Lead** to collapse this into a single, **pre-integrated bundle**. You’ll assemble alliances across: - **OEMs** (e.g., Dell, HPE, and others) - **Silicon** (e.g., NVIDIA and others) …with Fireworks as the **operating system** and orchestration layer on top. You’ll own the bundle definition, joint pricing, and go-to-market plan end to end—from first alliance conversation to repeatable revenue. The playbook doesn’t exist yet—you’ll write it. ### 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 commercial agreements **Go-to-market and execution** - Build and execute the joint GTM plan (ICP, field plays, targets) - Enable field sellers on the 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, including at least one joint offering you built and scaled - Key relationships inside **at least two** of: Dell, HPE, NVIDIA, AMD (or equivalent OEMs) - Understanding of the **AI factory stack** - Experience with **integrated offerings** (appliance or validated design programs) ### Nice to Have - Background selling into **on-prem or sovereign AI deployments** (customer runs hardware; vendor runs software) - Familiarity with **LLM inference economics** (throughput per GPU, utilization, and how the software layer drives ROI) ### Why Fireworks? - **Solve hard problems** in AI infrastructure (e.g., low-latency inference, scalable model serving) - **Build what’s next** with cutting-edge technology shaping how businesses use AI - **Ownership & impact** in a fast-growing team—no bureaucracy, just results - **Learn from the best** alongside world-class engineers and AI researchers Fireworks AI is an **equal-opportunity employer** and is committed to an inclusive environment for all innovators.
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