Partner Director - AWS Alliance Partnership, Japan

The role

This person will shape and execute the OpenAI AWS alliance partnership in Japan. They will own the direct relationship with AWS Japan and develop Japan GTM strategies to drive joint account planning and co-sell execution.

What you will do

• Shape and execute the Japan AWS alliance strategy and annual operating plan
• Own the AWS Japan alliance relationship and coordinate with AWS Japan field teams
• Build relationships with AWS alliance leaders, sales teams, technical teams, and delivery stakeholders
• Develop joint account plans and drive co-sell execution
• Identify, shape, and accelerate qualified AWS-related opportunities
• Mobilize AWS-focused practices within systems integrators and consulting firms
• Help partners develop repeatable OpenAI offerings and GTM motions
• Drive operating discipline across AWS ACE, Marketplace, and partner programs
• Build and run the AWS governance model in Japan
• Develop scalable sales plays, enablement materials, and field communications

Required qualifications

• Direct AWS alliance experience
• Detailed knowledge of APN onboarding, ACE, AWS Marketplace, funding models, and AWS co-sell workflows
• 8+ years of experience in partnerships, cloud alliances, ecosystem sales, business development, consulting partnerships, or related GTM roles within SaaS, cloud, AI, or platform businesses
• Significant experience building and scaling hyperscaler-alliance motions in Japan
• Established relationships across the AWS Japan alliance, sales, and technical organizations
• Experience working with global and regional systems integrators and consulting firms with substantial AWS cloud practices
• Proven record of driving partner-sourced opportunities, customer wins, and repeatable solutions
• Experience supporting complex enterprise opportunities involving cloud modernization, AI transformation, data platforms, or large-scale technical implementations
• Experience leading joint account planning and complex co-sell motions
• Comfort engaging C-Suite, cloud leaders, practice heads, and senior business stakeholders
• Experience building scalable partner programs, operating cadences, enablement strategies, sales plays, and field motions
• Strong technical fluency and cloud credibility

Nice to have

• A builder who enjoys creating structure
• Combines a sales mindset with a focus on customer delivery
• Build trust quickly with partners and executives
• Operates with urgency and sound judgement
• Enjoys technical learning

About the company

OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity. They seek to safely deploy AI to the world through their products.