# AWS Partner Development Manager

**Company:** [Fireworks AI](https://hotfix.jobs/companies/fireworks-ai)
**Location:** Remote
**Role:** Business Development
**Salary:** $275k – $315k/yr
**Experience:** 6+ years
**Skills:** Aws Partner Network, Apn, Aws Marketplace, Ace Pipeline Tooling, Isv Accelerate, Cppo, Aws Solutions Architect Engagement, Co-Sell Pipeline Management, Enterprise Account Mapping, Joint Solution Briefs
**Posted:** 2026-06-22

> Own AWS co-sell pipeline from sourcing through close, run joint account mapping and ACE registrations, lead high-touch engagement with AWS field sellers, and drive GTM plays for enterprise AI inference workloads.

## Job Description

## 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.

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**Apply:** https://hotfix.jobs/jobs/c5938380-6131-495a-9cb6-5d0690c26a61
**Canonical:** https://hotfix.jobs/jobs/c5938380-6131-495a-9cb6-5d0690c26a61