# Partner Director, GTM Cloud Partnerships

**Company:** [OpenAI](https://hotfix.jobs/companies/openai)
**Location:** San Francisco, CA, Seattle, WA
**Role:** Partnerships
**Salary:** $380k – $420k/yr
**Experience:** 10+ years
**Skills:** cloud partnerships, strategic alliances, Go-to-Market Strategy, Enterprise Sales, cloud marketplaces, co-sell programs, Account Planning, ai transformation, cloud modernization, Data Platforms, Program Management, executive engagement, Partner Enablement, Procurement, reference architectures
**Posted:** 2026-08-10

> Leads strategic cloud-partner relationships and joint go-to-market programs that drive enterprise AI adoption, pipeline, marketplace transactions, and revenue. The role requires 10+ years in cloud partnerships or related enterprise roles, strong commercial judgment, cloud ecosystem expertise, and executive-level influence.

## Job Description

## 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.

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