Head of Systems Integrators

What You Will Own

Originate and Structure

• Source and close first-of-a-kind commercial agreements with Tier-1 SIs - framework deals, global MoUs, joint offering structures
• Define the multi-practice value proposition; align SI executive and line-of-business leadership on why Fireworks and how joint delivery creates margin for both sides
• Navigate matrixed GSI org structures to secure internal mandates for dedicated practices or CoEs, aligning competing service lines on governance and delivery standards
• Define co-delivery swimlanes and market ownership to prevent channel conflict and protect delivery quality as the partner ecosystem scales

Recruit and Develop

• Identify and recruit Tier-1 SI partners with credible AI practices, client access in target verticals, and appetite to build a Fireworks capability
• Build conviction at every level - make the commercial and technical case from alliance desk to equity partner
• Connect Fireworks engineers, sales, and product to their counterparts at the partner; establish functional working relationships
• Guide partners through standing up a Fireworks service offering: capability definition, staffing model, pricing, and GTM positioning

Enable

• Design and own FDE certification: inference, fine-tuning pipelines, production deployment - with a track covering SFT, RLHF, and model adaptation
• Build the operating model: how projects flow to partners, support tiers, escalation to the Fireworks technical bench, and commercial attribution
• Run the direct interface desk - standing technical bridge between partner delivery teams and Fireworks engineers for in-flight engagements
• Own model update continuity: when Fireworks ships, re-certify partners before delivery is disrupted

Embed

• Place Fireworks in SI practice playbooks and internal solution frameworks - the default inference layer when their AI practices architect for clients
• Produce joint innovation content with named Fireworks placement: reference architectures, solution briefs, and thought leadership under partner credentials
• Develop case studies with specific, attributable outcomes - latency, cost reduction, model quality - with named clients where possible
• Build at practice lead and delivery principal level across all active SI partners

Who You Are

• Practitioner with close knowledge of how SIs work
• Technical enough to earn credibility with FDEs and ML engineers - understand what SFT and RL mean in production and can design enablement that builds those capabilities in others
• Closed non-standard strategic agreements before, and build things that do not exist yet

What You Bring

• 8-10 years across top-tier consulting, enterprise technology or AI/ML vendor roles, or senior SI alliance leadership - with direct exposure to how GSIs structure, sell, and deliver
• Track record closing non-standard strategic agreements: MoUs, framework deals, joint offering structures with major GSIs or consulting firms
• Working knowledge of how GSIs operate - practice formation, CoE funding, delivery authority, internal service line competition
• ML stack fluency sufficient to design and assess technical enablement: fine-tuning, inference, deployment pipelines
• Demonstrated 0-to-1 program or function builds; not inherited playbooks
• Operates at C-suite and equity partner level; measures success by pipeline originated and practice maturity

Bonus

• Time inside the AI practice of a leading GSI or MBB firm
• Hands-on post-training experience: SFT, RL, or RLHF in delivery or program management
• Existing relationships at practice lead or delivery principal level within major consulting or SI AI practices