Partner Director – GTM Cloud Partnerships

OpenAI

. Own commercial engagement with a top global cloud partner across specific industry and customer segments .

Posted 11/9/2026full-timeUnited StatesLead💰 $237,000 - $330,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive experience in cloud partnerships and strategic alliances, with a strong focus on developing go-to-market strategies and driving joint sales initiatives. Proven ability to engage with senior executives and navigate complex enterprise opportunities involving AI transformation and cloud modernization.

Highest-signal resume keywords

Cloud PartnershipsStrategic AlliancesGo-To-Market DevelopmentExecutive EngagementAI Transformation

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Pipeline ManagementRevenue ForecastingPerformance ReportingOpportunity IdentificationAccount MappingCloud MarketplacesCo-Sell ProgramsTechnical DeploymentData PlatformsEnterprise Sales

Soft Skills

Relationship BuildingInfluencing Without AuthorityNegotiation SkillsExecutive Presentation SkillsConstructive Escalation Management

Industry Keywords

Cloud ComputingSaaSAIPlatform BusinessesMarketplace OutcomesPartner AttributionEnterprise ProcurementHigh-Growth EnvironmentOperational DetailsCustomer Adoption

Tech Stack

Tools & technologies

Cloud

About the role

Key responsibilities & impact

Own commercial engagement with a top global cloud partner across specific industry and customer segments
Establish alignment with executive, sales, product, marketplace, technical, and partner organizations
Build and run partnership governance models
Conduct pipeline reviews, forecasting, executive business reviews, milestone tracking, performance reporting, and escalation management
Identify, qualify, and accelerate partner-sourced and partner-influenced opportunities
Work with OpenAI sellers to progress shared pursuits toward customer wins
Develop and drive joint sales plays with cloud provider field teams and OpenAI Sales
Perform account mapping, joint account planning, opportunity identification, executive engagement, and deal progression
Partner with Sales and Technical Success on strategic enterprise opportunities involving cloud infrastructure, marketplaces, and AI transformation
Collaborate with Partner Marketing on launches, campaigns, customer stories, field communications, and market-facing events
Drive partner enablement across OpenAI products, use cases, technical capabilities, customer qualification, security, provisioning, and deployment best practices
Represent OpenAI in executive meetings, customer engagements, strategic planning sessions, and industry events
Gather structured feedback from cloud partners and customers and translate it into product, commercial, and go-to-market recommendations

Requirements

What you’ll need

10+ years of experience in cloud partnerships, strategic alliances, ecosystem sales, business development, or enterprise sales within cloud, SaaS, AI, or platform businesses
Significant experience developing go-to-market partnerships with major cloud providers
Experience navigating cloud-provider sales, product, marketplace, technical, and partner organizations
Demonstrated track record of measurable pipeline, revenue, customer adoption, or marketplace outcomes through strategic partnerships
Familiarity with cloud marketplaces, co-sell programs, committed-spend models, partner attribution, and cloud-based enterprise procurement
Experience supporting complex enterprise opportunities involving AI transformation, cloud modernization, data platforms, or large-scale technical deployments
Ability to build trusted relationships with senior executives while remaining close to operational details
Technical fluency to engage with cloud architects, product leaders, engineering teams, and technical decision-makers
Ability to influence without formal authority, manage escalations constructively, and create urgency across teams
Experience in an early-stage or high-growth environment where strategies, processes, and playbooks are still being built
Excellent written, verbal, negotiation, and executive-presentation skills
Ability to work from a US office three days per week
Ability to travel regularly in North America

Benefits

Comp & perks

Equity
Performance-related bonus(es) for eligible employees
Medical, dental, and vision insurance for you and your family
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
Paid sick or safe time
Mental health and wellness support
Employer-paid basic life and disability coverage
Annual learning and development stipend
Daily meals in offices
Meal delivery credits as eligible
Relocation support for eligible employees
Charitable donation matching
Wellness stipends may also be provided