Partner Manager, Cloud Service Provider Partnerships
WFA Digital Insight
The demand for skilled partner managers in the tech industry has surged, with a 25% increase in cloud service provider partnerships in the last year. As a result, companies like OpenAI are looking for talented professionals to build and manage strategic partnerships. With the right skills, such as GTM and Excel expertise, candidates can thrive in this role. OpenAI stands out for its innovative approach to AI platforms, and this role offers a unique opportunity to contribute to the company's growth. Before applying, candidates should be prepared to demonstrate their experience in business development, partnerships, and product strategy, as well as their understanding of cloud infrastructure and AI platforms.
Job Description
About the Role
The Partner Manager role at OpenAI is a critical position that requires building, scaling, and managing strategic partnerships with major cloud service providers. This role is essential to advancing OpenAI's priorities and driving business outcomes. The successful candidate will have a deep understanding of cloud infrastructure, AI platforms, and the ability to work closely with cross-functional teams, including GTM, Product, and Engineering.The Partner Manager will be responsible for managing OpenAI's relationships with major cloud service providers, ensuring strong delivery and coordination with internal teams. This role requires a high degree of judgment, technical fluency, and commercial acumen. The ideal candidate will have a proven track record of getting complex partnerships over the line and driving results.
OpenAI's partnerships team is a small but fast-moving group that shapes and executes all aspects of collaboration with the largest partners. The team is dedicated to advancing OpenAI's priorities and driving business outcomes through strategic partnerships.
What You Will Do
- Manage OpenAI's relationships with major cloud service providers to scale the company's models' availability and use
- Build and lead partnerships day-to-day, ensuring strong delivery with Research, Product, and Engineering teams
- Coordinate with GTM and Marketing teams to drive launch readiness and business outcomes
- Align internal executives and cross-functional leaders to drive partnership success
- Own prominent external relationships with cloud service providers
- Drive launch readiness with cloud providers, ensuring cross-functional execution and engagement
- Bring customer and partner feedback back to OpenAI to inform product, engineering, and leadership decisions
- Run senior partner meetings and operating reviews, including roadmap reviews, launch readiness, and business updates
- Build simple playbooks and metrics to help OpenAI manage cloud partnerships effectively
What We Are Looking For
- 12+ years of experience in business development, partnerships, product strategy, or similar roles in cloud infrastructure, AI platforms, developer platforms, or enterprise software
- Experience owning important relationships with major cloud providers, cloud marketplaces, platform partners, or other complex enterprise technology partners
- Clear understanding of how cloud providers sell and operate, including marketplaces, private offers, consumption-based revenue, sales incentives, partner programs, cloud commitments, and enterprise procurement
- Technical fluency to work credibly with product and engineering teams on APIs, model serving, security, compliance, identity, networking, reliability, and support
- Strong cross-functional leadership and ability to translate between executives, product and engineering teams, legal, finance, policy, partner teams, and GTM stakeholders
- Strong commercial judgment and comfort making decisions with incomplete information
- Excellent communication and relationship-building skills
Nice to Have
- Experience with GTM and Excel
- Knowledge of AI platforms and cloud infrastructure
- Familiarity with cloud marketplaces and platform partners
- Experience working with cross-functional teams, including Product, Engineering, and Marketing
Benefits and Perks
- Competitive compensation package
- Equity options
- Comprehensive health insurance
- Generous PTO and holiday policy
- Remote work stipend and equipment allowance
- Opportunities for professional growth and development
- Access to cutting-edge technology and innovative projects
- Collaborative and dynamic work environment
How to Stand Out
- Be prepared to demonstrate your experience in building and managing strategic partnerships with cloud service providers.
- Highlight your technical fluency and ability to work credibly with product and engineering teams.
- Showcase your commercial judgment and ability to make decisions with incomplete information.
- Emphasize your excellent communication and relationship-building skills.
- Be prepared to discuss your experience with GTM and Excel, and how you can apply these skills to drive business outcomes.
- Research OpenAI's innovative approach to AI platforms and be prepared to discuss how you can contribute to the company's growth.
- Prepare examples of your experience working with cross-functional teams, including Product, Engineering, and Marketing.
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