Partner Director - AWS Alliance Partnership, APAC

About the Role

The role's significance extends beyond the direct alliance relationship, as it aims to empower AWS teams and the surrounding services-partner ecosystem to build, deliver, and scale Openai-powered solutions on AWS infrastructure. This involves fostering a collaborative environment that encourages innovation and growth. The Partner Director will be instrumental in shaping the regional AWS alliance strategy and annual operating plan, ensuring it is tailored to meet the specific needs of the APAC market.

Openai's GTM Partnerships team is built on the foundation of turning strategic partnerships into durable commercial outcomes. The Partner Director will be a key member of this team, working alongside local Partner Directors to develop country-level strategies, drive joint account planning, and coordinate AWS-related opportunities. This is a hands-on role that requires strong operating discipline, the ability to influence across APAC, and a deep understanding of how to translate a strategic alliance into measurable customer outcomes.

What You Will Do

• Jointly shape and execute the APAC AWS alliance strategy and annual operating plan with the APAC Partnerships Lead and local Partner Directors.
• Own the regional AWS alliance relationship and coordinate with AWS country teams alongside local Partner Directors.
• Build trusted relationships with AWS alliance leaders, sales teams, technical teams, cloud architects, industry leaders, and delivery stakeholders.
• Develop joint account plans and drive co-sell execution across AWS, local Partner Directors, Openai Sales teams, and services partners.
• Identify, shape, and accelerate qualified AWS-related opportunities and customer engagements.
• Mobilise AWS-focused practices within systems integrators, consulting firms, and specialist services partners.
• Help partners develop repeatable Openai offerings, reference architectures, delivery methodologies, and GTM motions aligned with AWS infrastructure and services.
• Drive operating discipline across AWS ACE, Marketplace, partner programs, funding mechanisms, pipeline tracking, partner attribution, and deal-progression workflows.
• Build and run the AWS governance model across APAC, including pipeline reviews, operating cadences, executive business reviews, milestone tracking, and escalation management.
• Develop scalable sales plays, enablement materials, field communications, and engagement strategies that local teams and partners can reuse.
• Lead or support contracting where appropriate, coordinating with local Partner Directors and legal, finance, and leadership teams.
• Aggregate feedback from AWS stakeholders, services partners, customers, and country teams and translate it into recommendations for Product, Operations, Marketing, and GTM leadership.
• Coordinate with Marketing on AWS-related launches, campaigns, enablement activities, and events.
• Represent Openai with executive presence in AWS, partner, customer, and market-facing conversations.

What We Are Looking For

• Proven experience in alliance management, preferably within the tech or cloud services sector.
• Strong understanding of GTM strategies and co-sell execution.
• Ability to build and maintain high-level relationships with AWS and other stakeholders.
• Experience in developing and executing regional strategies and operating plans.
• Strong operating discipline and the ability to influence across regions.
• Understanding of cloud infrastructure and services, particularly AWS.
• Experience working with cross-functional teams, including Sales, Technical Success, Product, Marketing, and Operations.
• Strong analytical and problem-solving skills, with the ability to drive data-driven decisions.
• Excellent communication and interpersonal skills, with the ability to represent Openai in executive settings.
• Experience in managing budgets and contractual negotiations.

Nice to Have

• Previous experience working with Openai or similar AI technology companies.
• Knowledge of the APAC market and its specific needs and challenges.
• Experience in mobilising services partners and developing repeatable offerings.
• Certification in cloud services, such as AWS Certified Cloud Practitioner.
• Experience in driving business growth through strategic partnerships.

Benefits and Perks

• Competitive salary package.
• Opportunity to work with a leading AI technology company.
• Collaborative and dynamic work environment.
• Professional development opportunities, including training and certification programs.
• Flexible working arrangements, including remote work options.
• Access to the latest cloud services and technologies.
• Comprehensive health and wellness programs.
• Generous PTO and holiday entitlements.
• Participation in Openai's equity program.
• Regular team-building activities and social events.

• Develop a deep understanding of Openai's products and services, as well as AWS infrastructure and services, to effectively drive co-sell execution.
• Build a strong network of contacts within AWS and the services-partner ecosystem to facilitate collaboration and opportunity identification.
• Create a portfolio that showcases your experience in alliance management and GTM strategy development.
• Prepare to discuss specific examples of how you have driven business growth through strategic partnerships in previous roles.
• Research Openai's culture and values to understand how your skills and experience align with the company's mission.
• Be ready to negotiate your salary based on your experience and the market rate for similar roles in the APAC region.