Partner Director (Oracle, North America)

Quick Facts

• Role: Partner Director for the Oracle partnership (North America)

Description

You will lead OpenAI’s partnership with Oracle across North America, owning the regional joint business plan and translating the global alliance strategy into repeatable field execution. You will drive qualified pipeline, co-selling, solution and delivery alignment, governance, and customer production adoption—especially for complex, regulated enterprise customers. This is a strategic and hands-on leadership role that requires strong technical fluency and the ability to align matrixed teams without formal authority.

Responsibilities

• Own the North America Oracle partnership: regional strategy, executive alignment, joint planning, pipeline growth, customer outcomes, delivery quality, and long-term expansion

• Develop and execute a North America joint business plan with account/industry priorities, investments, decision rights, milestones, and measures of success

• Build trusted relationships across Oracle and OpenAI stakeholders (cloud leadership, alliance teams, sellers, architects, delivery and customer success)

• Convert executive priorities into repeatable field execution across account mapping, opportunity qualification, co-selling, technical engagement, delivery handoffs, and escalation

• Shape joint solutions and industry plays connecting OpenAI capabilities with OCI and Oracle data, applications, security, and industry capabilities

• Lead joint account planning and strategic pursuits with focus on complex and regulated enterprises

• Define an engagement model for OpenAI sellers and technical teams, including when to involve Oracle, how opportunities are qualified, who owns each step, and how channel conflict is resolved; coordinate procurement/marketplace pathways where applicable

• Partner with Product, Engineering, Solutions, Security, Legal, Finance, and Commercial teams to remove technical, contractual, compliance, and operational blockers

• Enable the Oracle field and technical teams via executive sponsorship, sales enablement, technical training, reusable solution patterns, and disciplined deployment handoffs

• Establish regional governance: executive business reviews, pipeline inspection, forecasting, milestone tracking, reporting, and escalation connected to the global alliance operating model

• Set and monitor KPIs (qualified pipeline, conversion, production adoption, customer value, partner readiness, delivery quality, ROI)

• Prioritize OpenAI resources for the highest-impact opportunities and represent OpenAI in senior partner/customer/industry engagements

• Build the regional operating model and identify required team capacity to scale the Oracle partnership across North America

Requirements

• 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 Oracle’s North America cloud organization, OCI field and partner teams, and enterprise engagement motions

• Proven record leading a multi-year partnership or regional alliance business with measurable pipeline, revenue, adoption, deployments, 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 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 for 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 to align Sales, Solutions, Product, Engineering, Security, Legal, Finance, Marketing, and Operations without formal 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 in a rapidly evolving market

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

Benefits

• Strategic, hands-on leadership role driving measurable joint growth and production adoption across Oracle and OpenAI in North America