Partner Director, GTM Cloud Partnerships

The role

You will shape and execute OpenAI's go-to-market strategy with strategic cloud partners. You will own senior relationships and develop joint business plans to expand customer access to products and accelerate enterprise adoption.

What you will do

• Own commercial engagement with a top global cloud partner in specific segments
• Build and run the partnership governance model for assigned customer segments
• Establish operating cadences for priority partnerships
• Identify, qualify, and accelerate partner-sourced and partner-influenced opportunities
• Develop and drive joint sales plays with cloud provider field teams and OpenAI Sales
• Partner with Sales and Technical Success to accelerate strategic enterprise opportunities
• Collaborate with Partner Marketing on launches, campaigns, and events
• Drive partner enablement across OpenAI products and technical capabilities
• Represent OpenAI in executive meetings, customer engagements, and industry events
• Translate partner and customer feedback into recommendations for OpenAI teams

Required qualifications

• 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
• Demonstrated track record of producing measurable pipeline, revenue, customer adoption, or marketplace outcomes
• Strong familiarity with cloud marketplaces, co-sell programs, committed-spend models, partner attribution, and cloud-based enterprise procurement
• Experience supporting complex enterprise opportunities involving AI transformation, cloud modernization, data platforms, or large-scale technical deployments
• Ability to build trusted relationships with senior executives
• Technical fluency sufficient to engage with cloud architects, product leaders, and engineering teams
• Ability to influence without formal authority, manage escalations, and create urgency
• Excellent written, verbal, negotiation, and executive-presentation skills

Nice to have

• Experience operating in an early-stage or high-growth environment
• Ability to create structure in an ambiguous and rapidly evolving partnership landscape
• Ability to combine a strategic perspective with a strong bias toward execution
• Understanding of how cloud providers operate from corporate strategy to field-level co-selling
• Ability to learn technical concepts quickly

Before you apply

• Background checks for applicants will be administered in accordance with applicable law

About the company

OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity.