Partner Director, Strategic Alliances (Global Systems Integrator)

Quick Facts

• Role: Partner Director (Global) responsible for the strategic relationship and operating model with NTT DATA

Description

You will serve as the single accountable owner of OpenAI’s global partnership with NTT DATA. This role defines partnership strategy and the joint business plan, builds executive alignment, and activates NTT DATA’s regional, industry, sales, technical, and delivery organizations to accelerate secure enterprise AI adoption. You will manage partnership health, performance, and long-term expansion while ensuring repeatable co-sell and delivery outcomes across regions and industries.

Responsibilities

• Own the global NTT DATA partnership: alliance strategy, executive alignment, joint planning, pipeline growth, customer outcomes, delivery quality, and multi-year expansion

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

• Act as OpenAI’s senior counterpart to NTT DATA leadership; build relationships across industry, consulting, sales, technology, alliance, and delivery teams

• Translate global strategy into coordinated regional execution and consistent field engagement

• Lead joint account mapping, opportunity qualification, and strategic customer pursuits

• Shape joint solutions and industry transformation offerings combining OpenAI capabilities with NTT DATA consulting, integration, applications, data, cloud, and managed services

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

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

• Coordinate with Product, Engineering, Solutions, Security, Legal, Finance, and Customer Success to remove blockers (technical, contractual, compliance, operational)

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

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

• Define and monitor partnership KPIs (qualified pipeline, conversion, revenue, production adoption, customer value, readiness, delivery quality, return on investment)

• Prioritize OpenAI resources by strategic alignment, commercial potential, customer impact, delivery readiness, and repeatability

• Establish standards for security, responsible AI deployment, intellectual property, and quality across joint engagements and co-developed assets

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

Requirements

• Significant experience leading strategic alliances or global systems integrator partnerships

• Deep familiarity with NTT DATA or a comparable global technology services organization (structure, incentives, regional decision-making, enterprise delivery model)

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

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

• Success advancing complex enterprise transformation opportunities with senior executive engagement and experience navigating procurement, security, legal, and implementation requirements

• Strong executive presence and ability to earn trust with global partner and customer executives

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

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

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

• Strong cross-functional leadership without direct authority across internal teams and external partner teams

• People leadership experience to coach others, develop talent, and build team capacity

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

Benefits

• Opportunity to lead a strategic, hands-on global alliance that drives enterprise AI adoption through repeatable co-sell and delivery motions