Director, Global GSI Partnerships

OpenAI; Seattle (WA); On-site; USD 380,000 - 420,000; Full time

Job summary

OpenAI is seeking a Partner Director to lead and grow strategic GSI partnerships with HCLTech, Wipro, and Cognizant. You will own executive relationships, develop joint business plans, and drive coordinated go-to-market motions to accelerate AI adoption and revenue growth.

The role requires experience in alliances, sales leadership, and a collaborative, fast-paced environment where you build scalable programs and engage diverse product, engineering, and sales teams.

Qualifications

• Significant experience leading strategic alliances or ecosystem relationships within enterprise software, cloud, AI, or consulting.
• Deep familiarity with large GSIs and how they operate across consulting and enterprise transformation.
• Experience building and executing joint go-to-market strategies that drive pipeline and revenue.
• Strong track record influencing enterprise sales organizations and driving co-sell execution.

Responsibilities

• Own strategic and commercial relationships with HCLTech, Wipro, and Cognizant, driving long-term partnership growth.
• Develop and execute joint business plans to accelerate customer adoption and revenue.
• Build scalable co-sell motions with OpenAI Sales teams, including joint account planning and pipeline generation.
• Collaborate with alliance leaders, AI practice teams, industry leaders, and delivery organizations to develop repeatable offerings.
• Drive field collaboration between OpenAI Account Executives and partner sellers to increase wins.
• Establish operating cadence via quarterly business reviews, governance, and pipeline inspections.
• Coordinate with Product, Engineering, Solutions Engineering, Customer Success, Marketing, Security, Legal, and Commercial teams to support partner-led engagements.
• Help partners build differentiated OpenAI capabilities through enablement, certifications, and solution development.
• Identify new market opportunities and regional growth initiatives to strengthen OpenAI's position in each partner.

Skills

Strategic partnerships

Executive relationships

Go-to-market

Co-sell execution

Enterprise sales influence

Governance & reporting

Executive communications

Problem solving

Job description

OpenAI is seeking a Partner Director to lead and grow strategic GSI partnerships with HCLTech, Wipro, and Cognizant. You will own executive relationships, develop joint business plans, and drive coordinated go-to-market motions to accelerate AI adoption and revenue growth.

The role requires experience in alliances, sales leadership, and a collaborative, fast-paced environment where you build scalable programs and engage diverse product, engineering, and sales teams.