Partner Director - AWS Alliance Partnership

Responsibilities

• Shape and execute the Japan AWS alliance strategy and annual operating plan with Japan Partnerships and GTM leaders.
• Own the AWS Japan alliance relationship and coordinate with AWS Japan field teams.
• Build relationships with AWS alliance leaders, sales teams, technical teams, cloud architects, industry leaders, 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 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, delivery methodologies, and GTM motions aligned with AWS infrastructure and services.
• Drive operating discipline across AWS ACE, Marketplace, partner programs, funding mechanisms, pipeline tracking, partner attribution, and deal-progression workflows.
• Build and run the AWS governance model in Japan, including pipeline reviews, operating cadences, executive business reviews, milestone tracking, and escalation management.
• Develop scalable sales plays, enablement materials, field communications, and engagement strategies.
• Lead or support contracting while coordinating with legal, finance, and leadership teams.
• Translate stakeholder feedback into recommendations for Product, Operations, Marketing, and GTM leadership.
• Coordinate AWS-related launches, campaigns, enablement activities, and events with Marketing.
• Represent OpenAI in executive, partner, customer, and market-facing conversations.
• Travel regularly within Japan, with occasional travel to the United States.

Requirements

• Direct AWS alliance experience.
• Detailed knowledge of APN onboarding, ACE, AWS Marketplace, funding models, and AWS co-sell workflows.
• 8+ years of experience in partnerships, cloud alliances, ecosystem sales, business development, consulting partnerships, or related GTM roles within SaaS, cloud, AI, or platform businesses.
• Experience building and scaling hyperscaler-alliance motions in Japan.
• Established relationships across AWS Japan alliance, sales, and technical organizations.
• Experience working with global and regional systems integrators and consulting firms with substantial AWS cloud practices.
• Record of driving measurable partner-sourced opportunities, customer wins, and repeatable solutions through strategic partnerships.
• Experience supporting complex enterprise opportunities involving cloud modernization, AI transformation, data platforms, or large-scale technical implementations.
• Experience leading joint account planning and complex co-sell motions involving multiple stakeholders.
• Ability to engage C-suite executives, cloud leaders, practice heads, and senior business stakeholders in commercially and technically informed conversations.
• Experience building scalable partner programs, operating cadences, enablement strategies, sales plays, and field motions.
• Strong technical fluency and cloud credibility, including the ability to engage architects, delivery teams, and technical decision-makers.
• Strong commercial judgment and experience leading or supporting contracting processes.
• Experience navigating highly matrixed organizations and aligning stakeholders without formal authority.
• Ability to operate with high ownership in ambiguous, fast-moving environments.

Nice-to-haves

• Builder mindset and enthusiasm for creating structure and repeatable partner ecosystem motions.
• Sales orientation combined with a focus on customer delivery and measurable outcomes.
• Ability to translate cloud and AI concepts into business value.
• Interest in AI, cloud transformation, and scaling through AWS and strategic services partners.