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OpenAI's GTM Partnerships team is hiring a Partner Director to shape and execute the AWS alliance partnership in Japan. This is a hands-on individual-contributor role focused on building strategic partnerships that accelerate customer success and drive AI adoption.
You will own the direct relationship with AWS Japan while mobilizing AWS field teams and the broader services-partner ecosystem around high-value customer opportunities. Working alongside OpenAI's Japan Partner Director, you will develop Japan GTM strategies, drive joint account planning, coordinate AWS-related opportunities, and operationally manage cross-functional initiatives.
Key responsibilities include:
- Jointly shape and execute the Japan AWS alliance strategy and annual operating plan with GTM leaders
- Own the AWS Japan alliance relationship and coordinate with AWS field teams
- Build trusted relationships with AWS alliance leaders, sales teams, technical teams, cloud architects, and delivery stakeholders
- Develop joint account plans and drive co-sell execution across AWS Japan, OpenAI sales teams, and services partners
- Identify, shape, and accelerate qualified AWS-related opportunities and customer engagements
- Mobilize AWS-focused practices within systems integrators, consulting firms, and specialist services partners
- Help partners develop repeatable OpenAI offerings, reference architectures, and GTM motions aligned with AWS infrastructure
- Drive operating discipline across AWS ACE, Marketplace, partner programs, and deal-progression workflows
- Build and run the AWS governance model in Japan, including pipeline reviews, operating cadences, and executive business reviews
- Develop scalable sales plays, enablement materials, and engagement strategies for Japan GTM teams
- Lead or support contracting, coordinating with legal, finance, and leadership teams
- Aggregate feedback from AWS stakeholders, partners, and customers to inform Product and GTM leadership
- Coordinate with Marketing on AWS-related launches, campaigns, and enablement activities
- Represent OpenAI with executive presence in AWS, partner, and customer conversations
- Travel regularly within Japan with occasional US travel
Required qualifications:
- Direct AWS alliance experience
- Detailed knowledge of APN onboarding, ACE, AWS Marketplace, funding models, and co-sell workflows
- 8+ years in partnerships, cloud alliances, ecosystem sales, business development, or GTM roles in SaaS, cloud, AI, or platform businesses
- Significant experience building and scaling hyperscaler-alliance motions in Japan
- Established relationships across AWS Japan alliance, sales, and technical organizations
- Experience with global and regional systems integrators and consulting firms with AWS cloud practices
- Proven track record driving partner-sourced opportunities, customer wins, and repeatable solutions
- Experience supporting complex enterprise opportunities involving cloud modernization, AI transformation, and large-scale implementations
- Experience leading joint account planning and complex co-sell motions with multiple stakeholders
- Ability to engage C-Suite and senior business stakeholders in commercially and technically informed conversations
- Experience building scalable partner programs, operating cadences, enablement strategies, and field motions
- Strong technical fluency and cloud credibility to engage productively with architects and technical decision-makers
- Strong commercial judgment and experience with contracting processes
- Ability to navigate matrixed organizations and align stakeholders without formal authority
- Demonstrated ability to operate with high ownership in ambiguous, fast-moving environments
