About the job
SIs are Fireworks' highest-leverage GTM channel and this function does not exist yet. The person in this role originates and structures the deals, builds the partners, makes them technically capable, and embeds Fireworks into how they sell. The weight is upstream: strategy and origination, not day-to-day partner management.
Responsibilities
Source and close first-of-a-kind commercial agreements with Tier-1 SIs - framework deals, global MoUs, joint offering structures - where no playbook exists
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
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, not just an alliance desk
Guide partners through standing up a Fireworks service offering: capability definition, staffing model, pricing, and GTM positioning
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
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, not just alliance managers
Qualifications
Minimum
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 - from the inside or from working alongside them closely
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, not activity
Preferred
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