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OpenAI is seeking a Partner Director to lead strategic relationships with three of the world's largest Global Systems Integrators: HCLTech, Wipro, and Cognizant. This role sits within the GTM Partnerships organization and reports to the Head of GSIs.
You will own executive relationships, develop and execute joint business plans, and drive coordinated go-to-market motions that accelerate customer adoption and revenue growth. This is a highly strategic, externally facing role requiring executive relationship management, commercial leadership, operational excellence, and deep ecosystem expertise.
Key responsibilities include:
- Owning strategic and commercial relationships with all three GSI partners, driving long-term partnership growth and executive alignment
- Developing and executing joint business plans that accelerate customer acquisition, AI adoption, and revenue across enterprise accounts
- Building scalable co-sell motions with OpenAI Sales teams, including joint account planning, pipeline generation, and opportunity management
- Partnering with alliance leaders, AI practice teams, and delivery organizations to develop repeatable AI transformation offerings
- Driving field collaboration between OpenAI Account Executives and partner sellers to increase pipeline creation and customer wins
- Establishing strong operating cadence through quarterly business reviews, executive governance, pipeline inspections, and performance reporting
- Collaborating cross-functionally with Product, Engineering, Solutions Engineering, Customer Success, Marketing, Security, Legal, and Commercial teams
- Supporting partner-led customer engagements and removing execution blockers
- Helping partners build differentiated OpenAI capabilities through enablement programs, certifications, and solution development
- Identifying new market opportunities, industry solutions, and regional growth initiatives
- Representing OpenAI alongside executive partner leadership in customer meetings, strategic planning sessions, and industry events
Ideal candidates have significant experience leading strategic alliances or GSI partnerships within enterprise software, cloud, AI, or consulting. Deep familiarity with HCLTech, Wipro, and Cognizant is highly valued. You should have a strong track record of building and executing joint go-to-market strategies that produce measurable pipeline and revenue growth, influencing enterprise sales organizations, and managing complex governance frameworks. Technical fluency and the ability to engage credibly with solution architects and AI practice leaders is essential. Strong communication, negotiation, and executive presentation skills are required.
