Microsoft Partner Sales Manager
Own Microsoft Azure channel pipeline and co-sell motion. Build relationships with Microsoft field teams, develop sales plays, and drive joint business planning for an AI inference platform.
About the job
Pipeline and revenue
- Source and own a pipeline target through the Microsoft Azure channel
- Co-sell qualified opportunities with Microsoft ISV and enterprise AEs and PDMs
- Run weekly forecasting cadences with accurate CRM hygiene and clear escalation visibility
Team mapping and stakeholder management
- Build and maintain a living map of Microsoft's field org across ISV and enterprise-facing teams
- Develop working relationships with PDMs, field AEs, and ISV partner managers at Microsoft
- Serve as Fireworks AI's primary point of contact for joint business reviews, pipeline reviews, and co-sell coordination
Sales plays and enablement
- Develop sales plays tailored to the ISV and enterprise motion
- Build and deliver enablement for Microsoft field sellers on Fireworks AI
- Design the intake, escalation, and co-sell workflows that keep deals from stalling
Joint planning and operations
- Own joint business planning with Microsoft counterparts: territory plans, account maps, co-sell targets, and QBR cadences
- Coordinate co-marketing moments (joint events, solution briefs, field plays)
- Surface field intelligence from Microsoft conversations back to Fireworks AI's product and GTM teams
Requirements
- 7+ years in GTM, partnerships, or field sales at a technology company
- Deep knowledge of Microsoft's field org: account teams, SSPs, GBBs, marketplace mechanics, co-sell programs, MACC spend, partner incentives
- Build systems and playbooks; document the motion and make it repeatable
- Own a number and stay accountable on pipeline sourcing, progression, forecasting
- Communicate clearly and concisely; translate complex platform capabilities into value stories for non-technical sellers
- Hold yourself accountable to pipeline hygiene and forecast accuracy
Technical fluency
- Working knowledge of model serving, inference optimization, and AI training infrastructure
- Ability to speak credibly about AI inference platforms to solutions architects and technical evaluators
Nice to have
- Experience working at or within a hyperscaler partner ecosystem (Microsoft, AWS, GCP)
- Experience selling or partnering in AI/ML infrastructure, model serving, or MLOps
- Experience working with ISVs at the platform layer
- Non-linear career path
Skills
Go-to-Market Strategy, Microsoft Azure Co-Sell, Partner Ecosystem Management, Pipeline Forecasting, Crm Hygiene, Sales Enablement, Joint Business Planning, Ai Inference Platforms, Model Serving, Inference Optimization
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