Strategic Hardware Partnerships

Key Responsibilities

• Own the partner relationship end-to-end. Be the primary point of contact internally and externally for OpenAI’s most important strategic partners.
• Define and drive joint strategy and roadmap alignment. Collaborate with product, engineering, finance, sales, legal to translate product and engineering priorities into partner roadmaps, milestones, and decision points.
• Technical diligence and partner strategy. Evaluate build/buy/partner options, understand where advantages/risks sit, and provide clear recommendations grounded in technical and business analysis (user experience, data sets, cost targets, silicon device HW/SW stack, timelines etc.).
• Structure and negotiate complex agreements. Lead negotiations with the partner, owning the lifecycle from initial deal structure through launch, expansion and renewal.
• Run operating rhythm and governance. Establish and lead QBRs, steering committees, and exec briefings. Unblock issues fast and hold both sides accountable to outcomes.
• Measure and communicate impact. Own the KPI framework and reporting: launch milestones, partner adoption, revenue or usage impact, ecosystem growth, strategic leverage, and partner health.
• Build trusted, long-term relationships with partner executives; influence roadmaps, investment decisions, and capacity allocation.

Qualifications

• 12+ years of experience in business development, strategic partnerships, or general management of marketplaces/ecosystems. Commercial leadership within semiconductors, consumer electronics, cloud infrastructure, or marketplaces preferred.
• Demonstrated success across the lifecycle of complex strategic partnerships that combine product integration, commercial terms, GTM execution, and long-term platform alignment.
• Strong technical fluency and cross-functional leadership across product, engineering, GTM, legal, policy, security, support, and operations, particularly where execution depends on influence.
• Clear communication, structured thinking, and comfort making prioritization calls in a fast-moving and ambiguous environment.
• Exceptionally high quality judgment and integrity.