Partner Director, GTM Cloud Partnerships

OpenAI•New York, NY

2d•$237,000 - $330,000•Hybrid

About The Position

OpenAI is hiring a Partner Director, GTM Cloud Partnerships to shape and execute its go-to-market strategy with strategic cloud partners. The role owns senior relationships across a portfolio of cloud providers and develops joint business plans to expand customer access to OpenAI products, generate partner-sourced opportunities, and accelerate enterprise adoption. It translates strategic relationships into practical field motions involving account planning, co-selling, cloud marketplaces, procurement, technical enablement, solution development, and executive engagement. This is a strategic, hands-on position requiring executive presence, commercial judgment, cloud ecosystem expertise, and disciplined coordination across partners, regions, and internal teams. The position is based in San Francisco, Seattle, or New York, with a hybrid work model requiring three days in the office per week and regular travel in North America.

Requirements

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 and navigating their sales, product, marketplace, technical, and partner organizations.
Demonstrated track record of producing measurable pipeline, revenue, customer adoption, or marketplace outcomes through strategic partnerships.
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 while remaining close to operational details.
Technical fluency to engage credibly with cloud architects, product leaders, engineering teams, and technical decision-makers.
Ability to influence without formal authority, manage escalations constructively, and create urgency across internal and external teams.
Experience operating in an early-stage or high-growth environment where strategies, processes, and playbooks are still being built.
Excellent written, verbal, negotiation, and executive-presentation skills.

Nice To Haves

Ability to create structure in an ambiguous and rapidly evolving partnership landscape.
Ability to combine a strategic perspective with a strong bias toward execution and measurable business outcomes.
Understanding of cloud providers’ operations, from corporate strategy and product partnerships to marketplaces and field-level co-selling.
Ability to build trust quickly with partners, customers, and internal stakeholders.
Ability to learn technical concepts quickly and translate them into clear customer and commercial value.
Motivation to help define how OpenAI works with the global cloud ecosystem to bring advanced AI into production for more organizations.

Responsibilities

Own commercial engagement with a top global cloud partner in specific industry and customer segments, aligning with its executive, sales, product, marketplace, technical, and partner organizations.
Build and run partnership governance for assigned customer segments, including pipeline reviews, forecasting, executive business reviews, milestone tracking, performance reporting, and escalation management.
Establish operating cadences for priority partnerships, including executive business reviews, pipeline inspections, forecasting, milestone tracking, performance reporting, and escalation management.
Identify, qualify, and accelerate partner-sourced and partner-influenced opportunities with OpenAI sellers, progressing shared pursuits toward customer wins.
Develop and drive joint sales plays with cloud provider field teams and OpenAI Sales, including account mapping, joint account planning, opportunity identification, executive engagement, and deal progression.
Partner with Sales and Technical Success to identify, shape, and accelerate strategic enterprise opportunities involving cloud infrastructure, marketplaces, and AI transformation initiatives.
Collaborate with Partner Marketing on launches, campaigns, customer stories, field communications, and market-facing events.
Drive partner enablement on OpenAI products, use cases, technical capabilities, customer qualification, security, provisioning, and deployment best practices.
Represent OpenAI in executive meetings, customer engagements, strategic planning sessions, and industry events, with regular travel in North America.
Gather structured feedback from cloud partners and customers and translate it into recommendations for OpenAI product, commercial, and go-to-market teams.