Partner Director, SI Partnerships

About the Role

Openai's GTM Partnerships team is designed to accelerate customer success, support secure AI adoption, and drive growth in support of Openai's mission toward AGI. The team collaborates closely with sales, technical success, product, marketing, operations, and leadership teams to turn strategic partnerships into durable commercial outcomes. Given AWS's strategic importance as one of Openai's key ecosystem partners, the Partner Director will work closely with AWS-focused SI practices, field sellers, cloud architects, delivery leaders, and Openai's GTM teams.

What You Will Do

• Build and maintain trusted relationships with AWS practice leaders, alliance managers, cloud sales teams, architects, and delivery leadership across key SIs and consulting partners.
• Own the in-market operating relationship with AWS-focused SI partners, including account mapping, joint pipeline development, opportunity coordination, and executive alignment.
• Drive partner enablement on Openai positioning, solution use cases, technical capabilities, qualification criteria, and customer engagement best practices.
• Collaborate with Openai's Sales, Technical Success, and Product teams to support strategic enterprise opportunities involving SI-led transformation initiatives and AI deployments.
• Identify, shape, and accelerate qualified opportunities emerging from AWS SI partner ecosystems and joint customer accounts.
• Help SI partners build repeatable Openai offerings, reference architectures, delivery methodologies, and go-to-market motions aligned to AWS infrastructure and services.
• Drive strong co-sell execution and operational discipline across AWS ACE, Marketplace, pipeline tracking, partner attribution, and deal progression workflows.
• Develop scalable sales plays, enablement materials, field communications, and executive engagement strategies that help partners operate more independently over time.
• Aggregate structured feedback from SI partners, AWS stakeholders, and customers and translate insights into recommendations for product, operations, marketing, and GTM leadership teams.
• Contribute to defining the engagement model, prioritization framework, and operating cadence required to scale Openai's AWS SI ecosystem globally.

What We Are Looking For

• Proven experience in partnership development, particularly in the tech industry, with a focus on AWS SI partnerships.
• Deep understanding of how AWS-focused SI organizations operate and the ability to earn mindshare across partner field and practice leadership teams.
• Strong operating rigor and the ability to build repeatable motions that scale across multiple stakeholders and regions.
• Experience in driving co-sell engagement, enabling partners, and accelerating customer adoption through partner-led delivery motions.
• Knowledge of GTM strategies and the ability to translate ecosystem strategy into pipeline growth and revenue.
• Excellent communication and interpersonal skills, with the ability to represent Openai with executive presence in customer, partner, and leadership conversations.
• Strong analytical and problem-solving skills, with the ability to aggregate feedback and translate insights into actionable recommendations.
• Experience working in a fast-paced, dynamic environment with multiple stakeholders and priorities.

Nice to Have

• Experience with AWS ACE, Marketplace, and other AWS partnership programs.
• Familiarity with Openai's products and solutions, particularly in the context of SI-led delivery motions.
• Knowledge of the current market trends and competitors in the AI and cloud computing space.
• Experience in developing and executing go-to-market strategies for partnerships.

Benefits and Perks

• Competitive salary and benefits package.
• Opportunity to work with a pioneers in AI technology.
• Collaborative and dynamic work environment with a team of experienced professionals.
• Professional development opportunities, including training and conference attendance.
• Flexible working hours and remote work options.
• Access to the latest technologies and tools in the industry.
• Recognition and rewards for outstanding performance and contributions.
• Comprehensive health insurance and wellness programs.

• Develop a deep understanding of AWS SI practices and how they operate to effectively build and maintain partnerships.
• Highlight your experience in driving co-sell engagement and enabling partners in your application and during interviews.
• Be prepared to discuss your strategy for accelerating customer adoption through partner-led delivery motions.
• Showcase your ability to work in a fast-paced environment with multiple stakeholders and priorities.
• Research Openai's current projects and initiatives to demonstrate your interest and knowledge of the company's mission and goals.
• Prepare examples of your analytical and problem-solving skills, particularly in the context of aggregating feedback and translating insights into recommendations.
• Ensure your resume and cover letter are tailored to the role, emphasizing your relevant experience and skills.