Head of Microsoft Partnership

About Us: At Fireworks, we’re building the future of generative AI infrastructure. Our platform delivers the highest-quality models with the fastest and most scalable inference in the industry. We’ve been independently benchmarked as the leader in LLM inference speed and are driving cutting-edge innovation through projects like our own function calling and multimodal models. Fireworks is a Series C company valued at $4 billion and backed by top investors including Benchmark, Sequoia, Lightspeed, Index, and Evantic. We’re an ambitious, collaborative team of builders, founded by veterans of Meta PyTorch and Google Vertex AI. About The Role: We are seeking a strategic and execution-focused Microsoft Alliance Director to lead and expand our first-party partnership with Microsoft, with a specific focus on Azure AI Foundry and the broader Azure ecosystem. This is a highly visible role responsible for defining and driving joint go-to-market strategy, building deep relationships across Microsoft field and product teams, and accelerating revenue through co-sell and marketplace motions. The ideal candidate brings a strong track record of building and scaling hyperscaler partnerships (particularly Microsoft), deep familiarity with Azure AI / data platforms, and experience driving measurable pipeline and revenue through alliances. This role requires both strategic thinking and hands-on execution in a fast-paced startup environment. Key Responsibilities: Own and expand Fireworks AI’s first-party partnership with Microsoft, with a focus on Azure AI Foundry and Azure-native integrations Develop and execute a global joint go-to-market (GTM) strategy with Microsoft, including co-sell, marketplace, and field alignment Build and maintain executive-level relationships across Microsoft (product, engineering, partner, and field sales teams) Drive pipeline generation and revenue through joint account planning, co-selling, and partner-led opportunities Collaborate cross-functionally with Fireworks sales, marketing, product, and engineering teams to align partnership initiatives with company priorities Identify and execute technical and product integration opportunities within the Azure ecosystem Enable Microsoft field teams on Fireworks AI’s value proposition, use cases, and differentiation Track, measure, and report on partnership performance, including pipeline, revenue, and partner engagement metrics Represent Fireworks AI at joint events, executive briefings, and industry forums Travel as needed to support partnership development and field engagement Minimum Requirements: Bachelor’s degree or equivalent practical experience 7+ years of experience in partnerships, alliances, or business development in SaaS or cloud infrastructure 3+ years of direct experience managing or working with Microsoft partnerships (Azure preferred) Strong understanding of cloud ecosystems, particularly Azure AI, data, and developer platforms Proven track record of driving pipeline and revenue through strategic alliances and co-sell motions Experience working cross-functionally with sales, product, and marketing teams Excellent executive presence with strong communication, negotiation, and relationship-building skills Ability to thrive in a fast-paced, high-growth startup environment Experience with generative AI, LLM infrastructure, or ML platforms Why Fireworks AI? Solve Hard Problems: Tackle challenges at the forefront of AI infrastructure, from low-latency inference to scalable model serving. Build What’s Next: Work with bleeding-edge technology that impacts how businesses and developers harness AI globally. Ownership & Impact: Join a fast-growing, passionate team where your work directly shapes the future of AI—no bureaucracy, just results. Learn from the Best: Collaborate with world-class engineers and AI researchers who thrive on curiosity and innovation. Fireworks AI is an equal-opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all innovators.