# Partner Director - AWS Alliance Partnership

**Company:** [OpenAI](https://hotfix.jobs/companies/openai)
**Location:** Tokyo, Japan
**Role:** Partnerships
**Experience:** 8+ years
**Skills:** AWS, Aws Marketplace, Aws Ace, Apn, Aws Co-Sell, Cloud Alliances, Partner Programs, Systems Integrators, Cloud Modernization, Artificial Intelligence, Data Platforms, Joint Account Planning, Contracting, Sales Enablement, Pipeline Management
**Posted:** 2026-08-07

> Owns OpenAI’s AWS Japan alliance, developing joint GTM strategy, co-sell motions, partner programs, governance, and repeatable AI solutions. Requires direct AWS alliance experience, strong Japan ecosystem relationships, technical cloud fluency, and 8+ years in partnerships or related GTM roles.

## Job Description

## 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.

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