Partner Director, India
WFA Digital Insight
The demand for digital transformation specialists has grown significantly, with 25% of companies increasing their cloud budgets in 2025. As a key hub for tech innovation, India is witnessing a surge in partnerships between hyperscalers and enterprise software companies. Openai's Partner Director role stands out for its focus on AWS-centered go-to-market motions, requiring a unique blend of technical expertise, business acumen, and relationship-building skills. With the right candidate, this role can drive significant growth and customer wins. Before applying, candidates should be aware of the complexities of managing partnerships in a rapidly evolving market and the need for strategic planning and execution.
Job Description
About the Role
The Partner Director role at Openai is a critical position that requires building and executing a high-impact partner strategy in India, with a major focus on AWS-centered go-to-market motions. As a Partner Director, you will work closely with AWS and a prioritized ecosystem of services partners to generate partner-sourced opportunities, deliver customer wins, and develop repeatable solutions. This is a hands-on role that demands responsibility across the full services-partner lifecycle, from identifying and prioritizing prospective partners to managing performance and driving results.The APAC Partnerships team at Openai is dedicated to building and growing a high-impact partner ecosystem that helps customers adopt Openai solutions successfully, advances Openai's mission, and supports the company's growth. As a key member of this team, you will report to the APAC Partnerships Lead in Singapore and work closely with various stakeholders to achieve shared goals.
The role involves translating the broader APAC AWS strategy into a practical India operating plan, aligning AWS field teams, services partners, and Openai teams around the most valuable opportunities. You will need to build strong relationships with AWS India leadership and its partner, sales, and technical teams, as well as mobilize a prioritized portfolio of services partners around the Openai and AWS opportunity in India.
What You Will Do
- Contribute to and partially own the India partner strategy and annual operating plan, with a primary focus on AWS
- Translate the APAC AWS partnership strategy into local priorities, target accounts, partner activation plans, and measurable outcomes for India
- Build strong relationships with AWS India leadership and its partner, sales, and technical teams
- Mobilise a prioritised portfolio of services partners around the Openai and AWS opportunity in India
- Identify, evaluate, recruit, and contract with services partners based on market needs and strategic priorities
- Own the contracting process end to end, coordinating with legal, finance, and leadership teams through approval and signature
- Drive joint account planning and field engagement with AWS and priority services partners to grow partner-sourced opportunities and deliver customer wins
- Manage strategic relationships with both India-headquartered partners and the India or regional leadership teams of global partners
- Drive partner onboarding across sales training, technical enablement, security and provisioning, and support operations
- Collaborate with AWS, services partners, and internal teams to develop repeatable solutions, customer propositions, demo assets, delivery playbooks, and localised technical documentation
What We Are Looking For
- 10+ years of experience in partnerships, alliances, partner success, or enterprise sales within enterprise software, consulting, or systems-integration environments
- Demonstrated experience building partner-led go-to-market motions with AWS, ideally within the Indian enterprise market
- A strong understanding of the AWS ecosystem, including how hyperscaler field teams, partner organisation, and services partners interact
- Excellent relationship-building and management skills, with the ability to work with senior executives and technical teams
- Strong business acumen and strategic thinking, with the ability to develop and execute partner strategies
- Experience with Excel and other productivity tools
- Ability to work in a fast-paced, dynamic environment and adapt to changing priorities
Nice to Have
- Experience working with Openai or similar AI-powered solutions
- Knowledge of the Indian market and its unique challenges and opportunities
- Familiarity with cloud-based technologies and their applications in enterprise environments
- Certification in AWS or other relevant technologies
Benefits and Perks
- Competitive salary and benefits package
- Opportunity to work with a leading AI-powered company and contribute to its growth and success
- Collaborative and dynamic work environment with a team of experienced professionals
- Flexible working hours and remote work options
- Access to cutting-edge technologies and training opportunities
- Recognition and rewards for outstanding performance and contributions
- Comprehensive health insurance and other benefits
How to Stand Out
- Develop a strong understanding of the AWS ecosystem and its partners in India to increase your chances of success in this role
- Highlight your experience in building and managing partner relationships, particularly with AWS and its services partners
- Showcase your ability to develop and execute go-to-market strategies and partner activation plans
- Be prepared to discuss your experience with Excel and other productivity tools, as well as your ability to work with data and analytics
- Research Openai and its products to demonstrate your knowledge and interest in the company and its mission
- Prepare examples of your achievements in previous roles, such as successful partner-led go-to-market motions or revenue growth through partner engagements
- Be ready to discuss your strategy for managing and growing a prioritized portfolio of services partners in India
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