OpenAI Partner Account Manager

Avahi•San Francisco, CA

2d•Hybrid

About The Position

Avahi is an AWS Premier Tier AI and cloud consulting company that helps organizations achieve measurable business outcomes through ambitious technology initiatives. As an official OpenAI Partner, Avahi is investing in OpenAI as a dedicated strategic growth channel. This role is a commercial leadership position focused on growing Avahi's business within the OpenAI ecosystem. The Account Manager will develop relationships with OpenAI sales and partner teams, identify joint opportunities, and establish Avahi as a preferred services partner for organizations adopting OpenAI technologies. The role involves reporting to Avahi's VP of Sales and collaborating with the Chief AI and Solutions Officer on go-to-market strategy, partner engagement, sales plays, solution positioning, and the operating model for the OpenAI business.

Requirements

5+ years of enterprise technology sales, account management, partner sales, channel development, or consulting sales
Demonstrated success developing pipeline and closing complex technology or professional services deals
Experience selling solutions involving multiple customer stakeholders across business and technical organizations
Strong ability to build relationships with technology partners, field teams, customers, and delivery organizations
Ability to create opportunities rather than relying solely on inbound demand
Comfortable operating in entrepreneurial environments where the playbook is still being built
Ability to collaborate with executive leadership while independently driving field execution
Strong executive communication, discovery, presentation, negotiation, and relationship-management skills
Ability to understand technical concepts and connect capabilities to business outcomes
Strong ownership mentality and ability to operate independently while collaborating across teams

Nice To Haves

Hands-on familiarity with OpenAI ecosystem: ChatGPT Enterprise, APIs, models, agents, enterprise AI use cases
Experience selling generative AI, AI/ML, data, cloud, or digital transformation services
Existing relationships within OpenAI or the broader AI ecosystem
Experience building or growing new technology partner channels or go-to-market motions
Experience in technology partner co-sell ecosystems
Familiarity with AWS Partner Network
Experience with Azure, GCP, or other cloud ecosystems
Understanding of enterprise AI adoption: security, governance, data integration, change management, production deployment
Experience selling consulting services alongside software or platform technologies

Responsibilities

Own the commercial relationship between Avahi and OpenAI partner, sales, and field stakeholders.
Develop and execute strategy for growing the OpenAI partner channel alongside leadership.
Build relationships across the OpenAI ecosystem and establish Avahi as a trusted delivery partner.
Collaborate on joint account plans, territory strategies, campaigns, and go-to-market initiatives.
Identify opportunities where OpenAI teams need a services partner for production adoption.
Develop repeatable co-sell motions that generate qualified pipeline and closed revenue.
Own pipeline creation and revenue growth for the OpenAI channel.
Source new opportunities directly and through OpenAI relationships.
Work existing Avahi accounts to identify OpenAI adoption and expansion opportunities.
Manage opportunities from discovery through qualification, solution development, proposal, negotiation, and close.
Maintain accurate pipeline, forecasting, and partner activity in CRM systems.
Develop account strategies for high-potential customers and drive land-and-expand motions.
Identify opportunities to attach advisory, implementation, integration, data, AI/ML, and managed services.
Develop strong working knowledge of OpenAI's commercial and technical ecosystem.
Speak confidently about ChatGPT Enterprise, ChatGPT Business, APIs, models, agents, and enterprise AI capabilities.
Understand enterprise AI patterns: agents, retrieval, tool use, context engineering, governance, security, responsible AI.
Translate technical capabilities into business outcomes.
Stay current as OpenAI's products, programs, and offerings evolve.
Work alongside Avahi technical teams when deeper architecture expertise is needed.
Engage business and technology leaders to identify where AI improves revenue, productivity, customer experience, software development, operations, or decision-making.
Help customers move from proof-of-concept to production deployments.
Identify use cases that demonstrate measurable business value.
Coordinate executive briefings, workshops, demonstrations, and technical validation activities.
Build relationships across executive and practitioner stakeholders.
Identify opportunities where OpenAI initiatives intersect with AWS, Azure, GCP, data platforms, and customer infrastructure.
Collaborate with Avahi's AWS organization to recognize cloud modernization opportunities.
Help customers choose architectures based on business and technical requirements.
Find cross-sell opportunities while keeping OpenAI at the center.