# Partner Director, HCL, Wipro & Cognizant

**Company:** [OpenAI](https://hotfix.jobs/companies/openai)
**Location:** San Francisco, CA, Seattle, WA
**Role:** Partnerships
**Salary:** $380k – $420k/yr
**Skills:** strategic alliances, global systems integrators, Go-to-Market Strategy, co-selling, joint business planning, Pipeline Management, executive relationship management, AI, cloud, SaaS, Enterprise Sales, Forecasting, quarterly business reviews, solution development, Partner Enablement
**Posted:** 2026-08-03

> Leads strategic relationships with HCLTech, Wipro, and Cognizant, driving joint business plans, co-sell motions, executive alignment, and enterprise AI adoption. The role requires deep GSI partnership experience, commercial leadership, operational rigor, and strong executive communication.

## Job Description

## Responsibilities
- Own the strategic and commercial relationships with HCLTech, Wipro, and Cognizant, driving long-term partnership growth and executive alignment.
- Develop and execute joint business plans that accelerate customer acquisition, AI adoption, and revenue across enterprise accounts.
- Build scalable co-sell motions with Sales teams, including joint account planning, pipeline generation, executive engagement, and opportunity management.
- Partner with alliance leaders, AI practice teams, industry leaders, and delivery organizations to develop repeatable AI transformation offerings.
- Drive collaboration between account executives and partner sellers to increase pipeline creation, customer wins, and successful deployments.
- Establish operating cadence through quarterly business reviews, executive governance, pipeline inspections, forecasting, and performance reporting.
- Collaborate with Product, Engineering, Solutions Engineering, Customer Success, Marketing, Security, Legal, and Commercial teams to support partner-led customer engagements and remove execution blockers.
- Help partners build differentiated capabilities through enablement programs, certifications, solution development, and AI practice expansion.
- Identify new market opportunities, industry solutions, and regional growth initiatives.
- Represent the company alongside executive partner leadership in customer meetings, strategic planning sessions, conferences, and industry events.

## Requirements
- Significant experience leading strategic alliances, Global Systems Integrator partnerships, or ecosystem relationships within enterprise software, cloud, AI, or consulting.
- Familiarity with large GSIs, particularly HCLTech, Wipro, and Cognizant, and their consulting, systems integration, managed services, and enterprise transformation operations.
- Experience building and executing joint go-to-market strategies that produce measurable pipeline, customer adoption, and revenue growth.
- Track record of influencing enterprise sales organizations and driving co-sell execution across complex buying cycles.
- Experience developing executive relationships across business and technical stakeholders.
- Strong operational rigor, including governance frameworks, business reviews, forecasting, pipeline health, and executive communications.
- Technical fluency and ability to engage credibly with solution architects, AI practice leaders, delivery organizations, and engineering stakeholders.
- Experience supporting enterprise AI, cloud, SaaS, or digital transformation initiatives for large global customers.
- Excellent communication, negotiation, and executive presentation skills.
- Builder mindset with the ability to create scalable partnership programs, solve ambiguous problems, and drive execution across multiple stakeholders.
- Ability to thrive in a fast-moving, high-growth environment while balancing strategic thinking with operational excellence.

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