AWS Partner Development Manager

What You'll Own

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.

Partner Events and Follow-Up

• 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.
• Track event-sourced pipeline per activation; report attribution to VP and feed results into future event planning.

Build the AWS GTM Motion

• 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.

Operationalize and Measure

• 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.

Maintain and Grow the Relationship

• 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.

Who You Are

• You have sourced real pipeline from the AWS field - self-generated, not handed to you.
• AWS AEs and PDMs in multiple regions know your name because you have worked deals with them.
• You have closed large enterprise deals through the AWS co-sell channel.
• You have sold technical products to technical buyers.
• You are comfortable in a room with AWS Solutions Architects or a customer VP of Engineering without a pre-sales resource.
• You know the AWS partner programs well enough that you do not need to be briefed on how ACE, ISV Accelerate, or Marketplace work.

What You Bring

• 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.
• 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.

Bonus

• Has a pre-existing network inside AWS enterprise and startup-focused sales teams in key US markets.
• Has experience navigating an AWS co-sell motion where the product was newer and less established.
• Has been part of a joint AWS solution that got featured in an AWS case study, Marketplace listing, or field playbook.