Partner Director, Global Strategic Alliances

Quick Facts

• Role: Partner Director (single accountable owner for a global strategic relationship)

• Focus: Global partnership strategy, joint business plan, executive alignment, and measurable enterprise AI adoption outcomes

Description

Lead and scale the global alliance with KPMG by owning partnership strategy, executive alignment, governance, pipeline growth, customer outcomes, and multi-year expansion. Translate the partnership strategy into repeatable co-sell and delivery motions that move customers from AI strategy through secure implementation and production adoption, then into expansion. Work cross-functionally to remove technical, contractual, compliance, and operational blockers and to establish standards for responsible AI deployment.

Responsibilities

• Own the global KPMG partnership, including alliance strategy, joint planning, pipeline growth, delivery quality, and expansion

• Develop and execute a joint business plan with clear priorities, investments, decision rights, milestones, and success measures

• Serve as the senior counterpart to KPMG global/regional/member-firm leadership; build relationships across advisory, industry, technology, and delivery teams

• Align global priorities with regional execution and partner sales/account teams to ensure consistent field engagement

• Lead joint account mapping, opportunity qualification, and strategic customer pursuits with measurable commercial outcomes

• Shape joint solutions and industry-specific transformation offerings combining OpenAI capabilities with KPMG expertise in advisory, business transformation, data, technology, risk, and governance

• Engage senior customer executives to connect AI strategy, implementation plans, and long-term value realization

• Create repeatable co-sell and delivery motions (seller engagement, technical discovery, solution validation, delivery handoffs, production readiness, expansion)

• Partner with Product, Engineering, Solutions, Security, Legal, Finance, and Customer Success to unblock technical/contractual/compliance/operational issues

• Build partner capability via field enablement, technical readiness, reusable solution patterns, and implementation quality expectations

• Establish executive governance, business reviews, pipeline inspection, forecasting, performance reporting, and escalation mechanisms

• Define and monitor partnership KPIs (pipeline, conversion, revenue, production adoption, customer value, partner readiness, delivery quality, ROI)

• Prioritize OpenAI resources across opportunities based on strategic alignment, commercial potential, customer impact, delivery readiness, and repeatability

• Work with Legal/Security to set standards for responsible AI deployment, intellectual property, delivery quality, and independence/conflict-of-interest requirements

• Represent OpenAI in senior partner/customer/industry engagements and scale team capacity and operating model

Requirements

• Significant experience leading strategic alliances and global advisory/professional services partnerships, ecosystem sales, or enterprise GTM programs in AI, cloud, data, SaaS, or enterprise technology

• Deep familiarity with KPMG or a comparable global professional services organization (partner economics, regional decision-making, executive influence, enterprise delivery models)

• Proven ownership of global, multi-year strategic partnerships with executive accountability and measurable pipeline and customer outcomes

• Experience designing/scaling joint operating models across large matrix organizations (governance, account planning, resource allocation, enablement, delivery handoffs, escalation)

• Success shaping and advancing complex enterprise transformation opportunities across procurement, security, legal, and implementation requirements

• Strong executive presence and trust-building with partner and customer executives while staying accountable for operational details

• Commercial judgment: qualify opportunities, manage forecasts, prioritize investments, and make tradeoffs across regions/industries/segments

• Technical fluency across enterprise AI, data, cloud/hybrid environments, integration, security, governance, and modern application architectures

• Ability to translate technology capabilities into differentiated industry solutions and repeatable partner-led engagements

• Cross-functional leadership to align internal teams and external partner teams without direct authority

• Prior people leadership experience (coaching, developing talent, building capacity)

• Excellent written/verbal communication, negotiation, and executive presentation skills

Benefits

• Strategic, hands-on leadership ownership of a global, multi-year partnership

• Opportunity to drive repeatable co-sell and delivery motions for enterprise AI adoption with measurable outcomes across regions and industries