Microsoft Alliance Director

About the Role

Lead and expand our strategic partnership with Microsoft, driving joint go-to-market initiatives and accelerating revenue within the Azure ecosystem.

Responsibilities

• Own and expand Fireworks AI’s first-party partnership with Microsoft, focusing 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.
• 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.

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.
• Excellent executive presence with strong communication, negotiation, and relationship-building skills.
• Ability to thrive in a fast-paced, high-growth startup environment.

Nice-to-Haves

• Experience with generative AI, LLM infrastructure, or ML platforms.