Partner Director - AWS Alliance Partnership, Japan

OpenAI
Tokyo
Workplace: HybridFull timeFunction: DevOps, Cloud & InfrastructureSkills: ["Ownership","Strategic thinking","Stakeholder management","Commercial judgement","Comfortable with detailed execution"]

Shape and execute the AWS alliance partnership strategy for Japan, owning the relationship with AWS Japan while mobilizing AWS field teams and services partners. Build Japan GTM strategy, joint account plans, and repeatable co-sell motions aligned to AWS infrastructure. Drive operating discipline across partner programs and governance, coordinate launches and events, and represent OpenAI in executive, customer, and partner engagements.

Loading

Loading job details...

Preparing the role view and application actions.

FursaFursa
OpenAI
OpenAI
15 hours ago

Partner Director - AWS Alliance Partnership, Japan

āœ“ Verified Job

Canonical indexed version, validated from employer's careers page.

Source: Company careers pageValidated by: Fursa AI
Last checked: 3 hours agoStatus: Live

Job Summary

Shape and execute the AWS alliance partnership strategy for Japan, owning the relationship with AWS Japan while mobilizing AWS field teams and services partners. Build Japan GTM strategy, joint account plans, and repeatable co-sell motions aligned to AWS infrastructure. Drive operating discipline across partner programs and governance, coordinate launches and events, and represent OpenAI in executive, customer, and partner engagements.
Location: Tokyo
Workplace: Hybrid
Employment Type: Full time
Job Function: DevOps, Cloud & Infrastructure
Seniority: Director level

Key Responsibilities

  • ā€¢Jointly shape and execute the Japan AWS alliance strategy and annual operating plan.
  • ā€¢Own the AWS Japan alliance relationship and coordinate with AWS Japan field teams.
  • ā€¢Build Japan GTM strategy with AWS, including repeatable solutions, field playbooks, governance, and co-sell motions.
  • ā€¢Develop joint account plans and drive co-sell execution across OpenAI and AWS teams and services partners.
  • ā€¢Drive operating discipline (reviews, cadences, attribution, milestone tracking) and coordinate AWS-related launches, campaigns, enablement, and events.
Travel: Medium travel

Key Requirements

  • ā€¢Direct AWS alliance experience.
  • ā€¢Detailed knowledge of APN onboarding, ACE, AWS Marketplace, funding models, and AWS co-sell workflows.
  • ā€¢8+ years of experience in partnerships, cloud alliances, ecosystem sales, business development, or related GTM roles within SaaS, cloud, AI, or platform businesses.
  • ā€¢Significant experience building and scaling hyperscaler-alliance motions in Japan with established AWS Japan relationships.
  • ā€¢Strong technical fluency and cloud credibility to work effectively with architects and delivery teams.
Experience:PartnershipsCloud alliancesEcosystem salesSaaSCloudAIPlatform businessesHyperscaler alliances
Skills:OwnershipStrategic thinkingStakeholder managementCommercial judgementComfortable with detailed execution
Tech Stack:AWSAPNACEAWS MarketplaceCloudSystems integratorsCo-sell workflowsGovernance modelPartner programsPipeline trackingDeal-progression workflows

Company Brief

OpenAI
Develops and deploys advanced generative AI models (including ChatGPT and DALLĀ·E) and AI infrastructure, providing APIs and consumer products to accelerate safe AGI for broad benefit.
Industry: AI & Machine Learning
Company Size: Enterprise (1,001+ employees)
Revenue: USD 1B+
Growth: Scaleup
Valuation: Hectocorn (USD 100B+)
Funding: Series E+
Headquarters: San Francisco, United States
Founded: 2015
Glassdoor
Glassdoor: 4.4
WebsiteLinkedInGlassdoor