Head of Growth GSIs - Cognizant Infosys & Wipro

Openai·Remote(San Francisco)

Other

GTM

WFA Digital Insight

The demand for experts in building strategic partnerships with Global Systems Integrators has seen a significant surge, with the market expected to grow by over 25% in the next two years. As a leader in AI technology, Openai stands out for its commitment to innovation and customer success. To thrive in this role, candidates will need a unique blend of technical fluency, business acumen, and interpersonal skills. With the remote job market offering more opportunities than ever, professionals with experience in GTM partnerships and a passion for AI are in high demand. Before applying, candidates should be aware of the importance of navigating complex, global partnerships and driving measurable business outcomes.

Job Description

About the Role

The Head of Growth GSIs role at Openai is a critical position that leads the company's strategy and execution with Global Systems Integrators such as Cognizant, Infosys, and Wipro. As a key member of the GTM Partnerships team, this leader will be responsible for building and scaling partnerships that drive customer adoption and revenue growth. The role requires a deep understanding of the enterprise software market, as well as the ability to navigate complex partnerships and drive business outcomes.

The GTM Partnerships team at Openai is focused on building a strategic, global partner ecosystem that accelerates customer success and enables enterprise AI adoption. The team works cross-functionally with Product, Engineering, Security, Legal, and GTM to deliver strong partner outcomes through disciplined strategy and execution. As the leader of this team, the Head of Growth GSIs will be responsible for defining the partnership strategy and priorities for GSIs, as well as establishing and running a durable operating model.

The role will be based in Openai's San Francisco office, with regular travel to international locations such as India. The ideal candidate will have significant experience leading strategic GSI, alliances, or channel partnerships in enterprise software, cloud, consulting, or AI.

What You Will Do

Own and grow Openai's strategic partnerships with International GSIs, with accountability for partnership health, adoption, revenue impact, and long-term growth
Define the partnership strategy and priorities for GSIs, including joint business plans, goals, execution roadmaps, and success metrics
Establish and run a durable operating model, including governance, executive alignment, escalation paths, business reviews, and execution cadence
Build and drive joint GTM plans with Sales, Solutions, and Marketing teams, including field enablement, solution positioning, demand generation, and coordinated customer execution
Partner with Solutions, Product, and Engineering teams to identify repeatable enterprise use cases, delivery motions, and implementation patterns that help customers successfully adopt Openai products at scale
Collaborate with Security, Legal, Privacy, and Commercial teams to ensure appropriate trust, compliance, and commercial frameworks for partner-led work
Enable GSI partners to build Openai expertise across advisory, implementation, transformation, and managed services practices
Track performance against clear metrics, identify bottlenecks, and drive continuous improvement across partnerships, programs, and field execution
Represent Openai with senior partner executives, driving alignment, resolving issues, and expanding partnership scope over time

What We Are Looking For

Significant experience leading strategic GSI, alliances, or channel partnerships in enterprise software, cloud, consulting, or AI
Deep familiarity with Global Systems Integrators and how they operate across global enterprise customers, transformation programs, and delivery organizations
A track record building and scaling partnerships from early-stage strategy through executive alignment, field activation, delivery enablement, and measurable business impact
Strong technical and product fluency, with the ability to partner effectively with Solutions, Product, Engineering, and Security teams without needing to be the hands-on implementer
Experience navigating enterprise requirements related to security, privacy, governance, compliance, and commercial models in partner-led initiatives
Excellent communication, interpersonal, and leadership skills, with the ability to build and maintain strong relationships with internal and external stakeholders

Nice to Have

Experience working with AI or machine learning technologies
Familiarity with agile development methodologies and cloud-based platforms
Strong data analysis and problem-solving skills, with the ability to drive business decisions through data-driven insights

Benefits and Perks

Competitive salary and equity package
Comprehensive health, dental, and vision insurance
Generous PTO and holiday policy
Remote work stipend and flexible work arrangements
Access to cutting-edge technologies and tools
Opportunities for professional development and growth

How to Stand Out

Highlight your experience in building and scaling partnerships with Global Systems Integrators in your resume and cover letter
Be prepared to discuss your technical fluency and product knowledge, as well as your ability to navigate complex partnerships and drive business outcomes
Research Openai's products and services, as well as the company's mission and values, to demonstrate your passion and interest in the role
Emphasize your strong communication, interpersonal, and leadership skills, and be prepared to provide examples of how you have built and maintained strong relationships with internal and external stakeholders
Consider creating a portfolio or case studies that showcase your experience and achievements in GTM partnerships and AI technology
Prepare to discuss your experience with agile development methodologies and cloud-based platforms, as well as your ability to drive business decisions through data-driven insights

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