Partner Director

OpenAI

. Own OpenAI’s North America partnership with Oracle, including regional strategy, executive alignment, joint planning, pipeline growth, customer outcomes, delivery quality, and long-term expansion .

Posted 11/10/2026full-timeUnited StatesLead💰 $378,000 - $420,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in leading cloud alliances and strategic partnerships, particularly with Oracle, while driving measurable business outcomes through effective joint planning and execution. Possesses strong technical fluency in enterprise AI and cloud architectures, enabling successful collaboration across cross-functional teams.

Highest-signal resume keywords

Cloud Alliances LeadershipOracle Partnership ManagementJoint Business PlanningEnterprise AI Technical FluencyCross-Functional Collaboration

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Business DevelopmentPipeline GrowthAccount PlanningGovernance DesignC-Suite EngagementForecast ManagementJoint Solutions DevelopmentOperational ScalingCustomer Outcomes MeasurementTechnical Engagement

Soft Skills

Executive PresenceNegotiation SkillsCommunication SkillsBuilder MindsetComfort Operating in Ambiguity

Tools & Technologies

OCICloud ArchitecturesData PlatformsIntegration ToolsSecurity Frameworks

Industry Keywords

AICloudSaaSEnterprise TechnologyEcosystem Sales

Tech Stack

Tools & technologies

CloudOracle

About the role

Key responsibilities & impact

Own OpenAI’s North America partnership with Oracle, including regional strategy, executive alignment, joint planning, pipeline growth, customer outcomes, delivery quality, and long-term expansion
Develop and execute the North America joint business plan with account and industry priorities, investments, decision rights, milestones, and success measures
Build relationships with Oracle’s North America cloud leadership, alliance teams, industry leaders, account executives, cloud architects, and customer success and delivery teams
Translate executive priorities into field execution spanning account mapping, opportunity qualification, co-selling, solution development, technical engagement, delivery handoffs, and escalation
Shape joint solutions and industry plays connecting OpenAI capabilities with OCI and Oracle data, application, security, and industry capabilities
Lead joint account planning and strategic customer pursuits across North America, particularly for complex and regulated enterprises
Create the engagement model for OpenAI sellers and technical teams, including opportunity qualification, ownership, Oracle involvement, channel conflict resolution, and cloud procurement or marketplace pathways
Partner cross-functionally to remove technical, contractual, compliance, and operational blockers
Build Oracle North America field and technical readiness through executive sponsorship, sales enablement, technical training, reusable solution patterns, and deployment handoffs
Establish regional governance for executive business reviews, pipeline inspection, forecasting, milestone tracking, performance reporting, and escalation
Set and monitor partnership KPIs including qualified pipeline, conversion, production adoption, customer value, partner readiness, delivery quality, and return on investment
Prioritize OpenAI resources for high-value North America opportunities
Represent OpenAI in senior partner, customer, and industry engagements
Build the regional operating model and identify team capacity needed to scale the Oracle partnership

Requirements

What you’ll need

Significant experience leading cloud alliances, strategic technology partnerships, ecosystem sales, business development, or enterprise go-to-market programs in AI, cloud, data, SaaS, or enterprise technology
Direct experience working with Oracle and deep familiarity with its North America cloud organization, OCI field and partner teams, seller incentives, decision-making networks, commercial model, and enterprise customer engagement motions
Proven record of leading a multi-year partnership or regional alliance business with measurable pipeline, revenue, adoption, deployment, or customer outcomes
Experience designing and scaling joint operating models across large, matrixed organizations, including governance, account planning, incentives, staffing, delivery handoffs, and escalation
Demonstrated success shaping and advancing complex C-suite enterprise transformation opportunities from strategy through production deployment
Strong executive presence and ability to build credibility with senior Oracle and customer leaders
Commercial judgment and experience prioritizing investments, qualifying opportunities, managing forecasts, and making clear tradeoffs
Technical fluency across enterprise AI, OCI and cloud architectures, data platforms, integration, security, governance, and production deployment
Strong cross-functional leadership across Sales, Solutions, Product, Engineering, Security, Legal, Finance, Marketing, and Operations without direct authority
Experience building partner enablement, joint solutions, industry plays, and scalable field engagement models across North America
Comfort operating in ambiguity and creating structure, accountability, and momentum
Excellent written and verbal communication, negotiation, and executive presentation skills
Builder mindset, high ownership, low ego, and focus on customer value and responsible AI adoption

Benefits

Comp & perks

Equity
Performance-related bonus(es) for eligible employees
Medical, dental, and vision insurance for you and your family, with employer contributions to Health Savings Accounts
Pre-tax accounts for Health FSA, Dependent Care FSA, and commuter expenses (parking and transit)
401(k) retirement plan with employer match
Paid parental leave (up to 24 weeks for birth parents and 20 weeks for non-birthing parents)
Paid medical and caregiver leave (up to 8 weeks)
Flexible PTO for exempt employees and up to 15 days annually for non-exempt employees
13+ paid company holidays
Multiple paid coordinated company office closures throughout the year for focus and recharge
Paid sick or safe time (1 hour per 30 hours worked, or more, as required by applicable state or local law)
Mental health and wellness support
Employer-paid basic life and disability coverage
Annual learning and development stipend
Daily meals in offices, and meal delivery credits as eligible
Relocation support for eligible employees
Charitable donation matching and wellness stipends may also be provided