# Head of Systems Integrators

**Company:** [Fireworks AI](https://hotfix.jobs/companies/fireworks-ai)
**Location:** Remote
**Role:** Business Development
**Salary:** $330k – $380k/yr
**Experience:** 8+ years
**Skills:** Strategic Partnerships, Gsi Alliance Management, Business Development, Ml Stack Fluency, Fine-Tuning, Inference, Sft, RLHF, Model Adaptation, 0-To-1 Program Building, C-Suite Engagement
**Posted:** 2026-06-20

> Lead strategic partnerships with Tier-1 systems integrators, originating framework deals, building joint AI practices, and enabling partners through technical certification and co-delivery models.

## Job Description

## 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

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