Head of Microsoft Partnership - Fireworks 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