Strategic Hardware Partnerships

About the Role

The partnerships team is a small, fast-moving group that operates with a high degree of autonomy. You will be expected to navigate complex ecosystems, drive alignment across executives, boards, and partners, and push critical programs to delivery. Your expertise in strategic hardware and systems supply deals will be essential in driving the company's most ambitious hardware programs.

As a leader in this team, you will be responsible for driving the company's hardware partnerships forward, working closely with product and engineering leaders to ensure alignment and execution.

What You Will Do

• Own strategic hardware partner relationships end-to-end, serving as the primary point of contact internally and externally for Openai's most important strategic hardware partners.
• Define and drive joint strategy and roadmap alignment, translating product and engineering priorities into partner roadmaps, milestones, and decision points.
• Conduct technical diligence and partner strategy, evaluating build/buy/partner options, understanding where advantages and risks sit, and providing clear recommendations grounded in technical and business analysis.
• Structure and negotiate complex agreements, leading negotiations across supply, capacity reservations, pricing/TCO, NRE/JDM/JDA structures, warranties/quality terms, IP/licensing, and launch/expansion/renewal mechanics.
• Establish and lead QBRs, steering committees, and exec briefings, unblocking issues quickly and holding both sides accountable to outcomes.
• Develop and own the KPI framework and reporting, securing capacity, cost reduction, on-time NPI, yield/quality, reliability, supply risk, and partner satisfaction, and communicating progress crisply to leadership.
• Build trusted, long-term relationships with partner executives, influencing roadmaps, investment decisions, and capacity allocation.
• Collaborate with cross-functional teams, including product, engineering, sales, finance, legal, and operations, to drive alignment and execution.
• Stay up-to-date with industry trends and developments, applying this knowledge to drive innovation and growth in Openai's hardware partnerships.

What We Are Looking For

• 12+ years of experience in hardware partnerships, supply chain, sourcing, or commercial leadership within semiconductors, systems, consumer electronics, cloud infrastructure, or adjacent ecosystems.
• Proven track record of owning strategic, multi-year partner portfolios and closing first-of-kind or industry-defining agreements.
• Deep experience across CM / ODM / JDM models, silicon partnerships, capacity planning, cost modeling, and lifecycle execution.
• Demonstrated ability to operate at the executive level, influencing product and engineering strategy, investment decisions, and partner roadmaps.
• Exceptional cross-functional leadership across engineering, operations, finance, legal, and security in high-stakes environments.
• High judgment, strong negotiation instincts, and comfort making irreversible decisions with incomplete information.
• Ability to thrive in fast-changing environments, bringing clarity, structure, and momentum amid ambiguity.
• Strong communication and interpersonal skills, with the ability to build and maintain relationships with partners and internal stakeholders.
• Experience working in a remote or distributed team environment, with a strong ability to self-manage and prioritize tasks.

Nice to Have

• Experience working with AI or machine learning technologies, with a strong understanding of the technical and business implications of these technologies.
• Knowledge of cloud infrastructure and cloud-based services, with experience working with cloud providers or cloud-based partners.
• Familiarity with agile development methodologies, with experience working in fast-paced, dynamic environments.
• Strong analytical and problem-solving skills, with the ability to analyze complex data sets and develop creative solutions.

Benefits and Perks

• Competitive salary and benefits package, with a focus on providing a comprehensive and supportive work environment.
• Opportunities for professional growth and development, with a strong focus on continuous learning and skill-building.
• Collaborative and dynamic work environment, with a team of experienced and dedicated professionals.
• Flexible work arrangements, including remote work options and flexible hours.
• Access to cutting-edge technologies and tools, with a strong focus on innovation and experimentation.
• Comprehensive health and wellness programs, including mental health support and employee assistance programs.
• Generous PTO and holiday schedule, with a strong focus on work-life balance and employee well-being.

• Tip: Showcase your expertise in strategic hardware and systems supply deals, highlighting your ability to drive alignment across executives, boards, and partners.
• Be prepared to discuss your experience working in complex ecosystems, including your ability to navigate ambiguity and drive clarity in high-stakes environments.
• Develop a strong understanding of the company's mission and values, and be prepared to discuss how your skills and experience align with these goals.
• Highlight your ability to work in a fast-paced, dynamic environment, with a strong focus on self-management and prioritization.
• Be prepared to discuss your experience working with cross-functional teams, including product, engineering, sales, finance, legal, and operations.
• Tip: Use specific examples to demonstrate your skills and experience, rather than relying on generic statements or buzzwords.
• Be prepared to negotiate salary and benefits, with a strong understanding of the market rate for your role and experience.