Partner Director, GTM Cloud Partnerships

Quick Facts

• Role: Partner Director, GTM Cloud Partnerships
• Focus: Strategic cloud partner relationships and go-to-market execution to drive enterprise adoption of OpenAI

Description

Own senior commercial engagement with strategic cloud partners and develop joint business plans that expand customer access, generate partner-sourced opportunities, and accelerate enterprise adoption of OpenAI products. Translate company-level partnerships into practical field motions spanning account planning, co-selling, cloud marketplaces, customer procurement, technical enablement, solution development, and executive engagement.

Responsibilities

• Own commercial engagement with a top global cloud partner across specific industry and customer segments
• Build and run partnership governance (pipeline reviews, forecasting, executive business reviews, milestone tracking, performance reporting, escalations)
• Establish operating cadences for priority partnerships
• Identify, qualify, and accelerate partner-sourced and partner-influenced opportunities with OpenAI sellers
• Develop joint sales plays with cloud field teams and OpenAI Sales (account mapping, joint account planning, executive engagement, deal progression)
• Partner with Sales and Technical Success to shape and accelerate strategic enterprise opportunities
• Collaborate with Partner Marketing on launches, campaigns, customer stories, field communications, and events
• Drive partner enablement across OpenAI products, use cases, technical capabilities, and security/provisioning/deployment best practices
• Represent OpenAI in executive meetings and industry events; travel across North America
• Collect partner/customer feedback and translate it into recommendations for product, commercial, and GTM teams

Requirements

• 10+ years of experience in cloud partnerships, strategic alliances, ecosystem sales, business development, or enterprise sales in cloud/SaaS/AI/platform businesses
• Experience developing go-to-market partnerships with major cloud providers and navigating their sales, product, marketplace, technical, and partner organizations
• Track record of measurable outcomes (pipeline, revenue, adoption, marketplace outcomes) via strategic partnerships
• Familiarity with cloud marketplaces, co-sell programs, committed-spend models, partner attribution, and cloud-based enterprise procurement
• Experience supporting complex enterprise AI transformation, cloud modernization, data platforms, and large-scale technical deployments
• Ability to build trusted relationships with senior executives while staying close to operational details
• Technical fluency to engage cloud architects, product leaders, engineering teams, and technical decision-makers
• Ability to influence without formal authority and manage escalations
• Experience in early-stage/high-growth environments with evolving playbooks
• Excellent written, verbal, negotiation, and executive-presentation skills