Partner Director, GTM Cloud Partnerships

OpenAI
San Francisco, Seattle
Workplace: HybridFull timeUSD 380,000 - 420,000 annuallyFunction: Business Development & PartnershipsExperience: 10+ yearsSkills: ["Executive presence","Commercial judgment","Program management","Negotiation","Ability to influence without formal authority"]

Shape and execute go-to-market strategy with strategic cloud partners by owning senior relationships across a cloud provider portfolio. Build joint business plans to expand customer access to OpenAI, generate partner-sourced pipeline, and accelerate enterprise adoption through co-sell motions, cloud marketplaces, procurement pathways, and technical enablement. Drive scalable operating cadences, coordinate cross-functional teams, and represent OpenAI in executive meetings and industry forums to deliver measurable commercial outcomes.

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FursaFursa
OpenAI
OpenAI
1 day ago

Partner Director, GTM Cloud Partnerships

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Job Summary

Shape and execute go-to-market strategy with strategic cloud partners by owning senior relationships across a cloud provider portfolio. Build joint business plans to expand customer access to OpenAI, generate partner-sourced pipeline, and accelerate enterprise adoption through co-sell motions, cloud marketplaces, procurement pathways, and technical enablement. Drive scalable operating cadences, coordinate cross-functional teams, and represent OpenAI in executive meetings and industry forums to deliver measurable commercial outcomes.
Location: San Francisco, Seattle
Workplace: Hybrid
Employment Type: Full time
Job Function: Business Development & Partnerships
Seniority: Director level

Key Responsibilities

  • ā€¢Own strategic and commercial relationships with a top global cloud partner across executive, sales, product, marketplace, technical, and partner organizations.
  • ā€¢Develop and execute joint business plans to increase adoption, partner-sourced pipeline, marketplace transactions, and revenue.
  • ā€¢Build scalable co-sell motions, including account mapping, joint planning, opportunity identification, executive engagement, and deal progression.
  • ā€¢Create pathways for customers to purchase and deploy OpenAI solutions through existing cloud relationships, procurement, governance, and commitments.
  • ā€¢Establish operating cadences and coordinate cross-functional teams to resolve blockers, drive enablement, and improve the end-to-end partner and customer experience.

Pay and Benefits

Salary: USD 380,000 - 420,000 annually
Equity and Bonus:Equity
Perks:Equity

Key Requirements

  • ā€¢10+ years of experience in cloud partnerships, strategic alliances, ecosystem sales, business development, or enterprise sales in cloud/SaaS/AI/platform businesses.
  • ā€¢Significant experience building go-to-market partnerships with major cloud providers across their sales, product, marketplace, technical, and partner organizations.
  • ā€¢Track record delivering measurable pipeline, revenue, customer adoption, or marketplace outcomes via strategic partnerships.
  • ā€¢Ability to translate complex global agreements into practical field motions, operating plans, and repeatable customer engagement models.
  • ā€¢Technical fluency to engage credibly with cloud architects, product leaders, engineering teams, and technical decision-makers.
Experience:10+ yearsCloudSaaSAIPlatform businessesEnterprise salesEcosystem sales
Skills:Executive presenceCommercial judgmentProgram managementNegotiationAbility to influence without formal authority

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
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