Partner Manager, Cloud Service Provider Partnerships

Key Responsibilities:

• Alongside GTM and Product, lead OpenAI’s work with major cloud providers, helping inform product, engineering, and launch priorities with cross-functional partners and driving the work to measurable results.
• Shape the partnership operating plan for assigned cloud provider relationship: product priorities, roadmap alignment, launch milestones, partner dependencies, customer feedback loops & measures of adoption and impact.
• Partner closely with GTM leadership, supporting business targets and overall plan.
• Make it easier for customers to use OpenAI models through their cloud provider by coordinating work across APIs, model serving, security, compliance, identity, billing, reliability, and support.
• Drive launch readiness with cloud providers, ensuring cross-functional execution and engagement across Product, Eng. and GTM workstreams.
• Bring customer and partner feedback back to OpenAI so product, engineering, and leadership understand what is needed to make cloud distribution successful.
• Run senior partner meetings and operating reviews, including roadmap reviews, launch readiness, business updates, escalations, and follow-through on decisions.
• Build simple playbooks and metrics that help OpenAI manage cloud partnerships well as the work scales.

Qualifications:

• 12+ years of experience in business development, partnerships, product strategy, or similar roles in cloud infrastructure, AI platforms, developer platforms, or enterprise software.
• Experience owning important relationships with major cloud providers, cloud marketplaces, platform partners, or other complex enterprise technology partners.
• Clear understanding of how cloud providers sell and operate, including marketplaces, private offers, consumption-based revenue, sales incentives, partner programs, cloud commitments, and enterprise procurement.
• Enough technical fluency to work credibly with product and engineering teams on APIs, model serving, security, compliance, identity, networking, reliability, and support.
• Strong cross-functional leadership; able to translate between executives, product and engineering teams, legal, finance, policy, partner teams, and GTM stakeholders involved in launch execution.
• Strong commercial judgment and comfort making decisions with incomplete information.
• Excellent communication and relationship-building skills, with the presence to work with senior leaders inside OpenAI and at cloud providers.
• Experience working inside or closely with a major cloud provider, AI infrastructure company, developer platform, or high-growth enterprise technology company is strongly preferred.