Microsoft Partner Sales Manager

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