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OpenAI's GTM Partnerships team is seeking a Partner Director to shape and execute go-to-market strategy with strategic cloud partners. This role owns senior relationships across a portfolio of cloud providers (AWS, Azure, GCP, etc.) and develops joint business plans that expand customer access to OpenAI's products, generate partner-sourced opportunities, and accelerate enterprise AI adoption.
You will translate company-level partnerships into practical field motions spanning account planning, co-selling, cloud marketplaces, customer procurement, technical enablement, solution development, and executive engagement. This is a highly strategic and hands-on position requiring executive presence, strong commercial judgment, cloud ecosystem expertise, and operating discipline to coordinate complex initiatives across multiple partners, regions, and internal teams.
Key responsibilities include: owning strategic and commercial relationships with top global cloud partners; developing and executing joint business plans; translating strategic agreements into repeatable go-to-market programs; building scalable co-sell motions with OpenAI and partner sales teams; creating pathways for customers to purchase and deploy OpenAI solutions through existing cloud relationships; developing joint customer propositions and reference architectures; establishing operating cadences for priority partnerships; partnering with Sales and Technical Success on strategic enterprise opportunities; coordinating across Product, Engineering, Finance, Legal, Security, and Operations; driving partner enablement; collaborating on marketing launches and campaigns; gathering structured feedback for product and commercial teams; defining scalable playbooks and governance models; and representing OpenAI in executive meetings and industry events.
Ideal candidates bring 10+ years of experience in cloud partnerships, strategic alliances, ecosystem sales, business development, or enterprise sales within cloud, SaaS, AI, or platform businesses. You should have significant experience developing go-to-market partnerships with major cloud providers and navigating their complex organizational structures. A demonstrated track record of producing measurable pipeline, revenue, customer adoption, or marketplace outcomes through strategic partnerships is essential. You'll need strong familiarity with cloud marketplaces, co-sell programs, committed-spend models, and cloud-based enterprise procurement. Technical fluency sufficient to engage credibly with cloud architects, product leaders, and engineering teams is required. Strong program-management skills, ability to influence without formal authority, and experience operating in matrixed organizations are critical.
