Partner Director, GTM Cloud Partnerships

Responsibilities

• Own strategic and commercial relationships with a top global cloud partner across executive, sales, product, marketplace, technical, and partner organizations.
• Develop and execute joint business plans that increase customer adoption, partner-sourced pipeline, marketplace transactions, and revenue.
• Translate strategic agreements into repeatable go-to-market programs, field engagement models, and measurable operating priorities.
• Build scalable co-sell motions, including account mapping, joint account planning, opportunity identification, executive engagement, and deal progression.
• Create pathways for customers to purchase and deploy OpenAI solutions through existing cloud relationships, commitments, procurement processes, and governance frameworks.
• Develop joint customer propositions, sales plays, reference architectures, technical patterns, and industry-specific solutions.
• Establish operating cadences including executive business reviews, pipeline inspections, forecasting, milestone tracking, performance reporting, and escalation management.
• Partner with Sales and Technical Success to accelerate strategic enterprise opportunities involving cloud infrastructure, marketplaces, and AI transformation.
• Coordinate with Product, Engineering, Finance, Legal, Security, and Operations to resolve blockers and improve partner and customer experience.
• Drive partner enablement covering products, use cases, technical capabilities, customer qualification, security, provisioning, and deployment practices.
• Collaborate with Partner Marketing on launches, campaigns, customer stories, field communications, and events.
• Gather partner and customer feedback and translate it into product, commercial, and go-to-market recommendations.
• Define scalable playbooks, governance models, and prioritization frameworks for the global cloud partnership practice.
• Represent OpenAI in executive meetings, customer engagements, strategic planning sessions, and industry events.

Requirements

• 10+ years of experience in cloud partnerships, strategic alliances, ecosystem sales, business development, or enterprise sales within cloud, SaaS, AI, or platform businesses.
• Significant experience developing go-to-market partnerships with major cloud providers and navigating their sales, product, marketplace, technical, and partner organizations.
• Demonstrated success producing measurable pipeline, revenue, customer adoption, or marketplace outcomes through strategic partnerships.
• Experience translating complex global agreements into field motions, operating plans, and repeatable customer engagement models.
• Strong familiarity with cloud marketplaces, co-sell programs, committed-spend models, partner attribution, and cloud-based enterprise procurement.
• Experience with enterprise opportunities involving AI transformation, cloud modernization, data platforms, or large-scale technical deployments.
• Ability to build trusted senior-executive relationships while managing operational details.
• Strong commercial judgment and ability to prioritize across partners, regions, use cases, and customer segments.
• Technical fluency to engage with cloud architects, product leaders, engineering teams, and technical decision-makers.
• Excellent program-management skills across matrixed organizations and multiple high-priority workstreams.
• Ability to influence without formal authority, manage escalations, and create urgency.
• Experience in an early-stage or high-growth environment.
• Excellent written, verbal, negotiation, and executive-presentation skills.

Nice-to-Haves

• Builder mindset and ability to create structure in ambiguous, rapidly evolving partnership environments.
• Strong bias toward execution and measurable business outcomes.
• Deep understanding of cloud-provider operations, including corporate strategy, product partnerships, marketplaces, and field co-selling.
• Ability to learn technical concepts quickly and translate them into customer and commercial value.