Director, GTM Cloud Partnerships (Enterprise)

OpenAI, Inc.; San Francisco (CA); Hybrid; USD 237,000 - 330,000; Full time

Job summary

OpenAI, Inc. is seeking a Partner Director, GTM Cloud Partnerships to shape and execute our go-to-market strategy with strategic cloud providers. You will own senior relationships and develop joint business plans to expand access to OpenAI’s products.

You will coordinate account planning, co-selling, cloud marketplaces, and executive engagement across regions. This is a highly strategic, hands-on role requiring executive presence and strong commercial judgment.

Qualifications

• 10+ years of experience in cloud partnerships, strategic alliances, ecosystem sales, business development, or enterprise sales within cloud, SaaS, AI, or platform businesses.
• Significant experience developing go-to-market partnerships with major cloud providers and navigating their sales, product, marketplace, technical, and partner organizations.
• Experience supporting complex enterprise opportunities involving AI transformation, cloud modernization, data platforms, or large-scale technical deployments.

Responsibilities

• Own the commercial engagement with a top global cloud partner in specific industry and customer segments, establishing strong alignment with their executive, sales, product, marketplace, technical, and partner organizations.
• Build and run the partnership governance model for assigned customer segments, including pipeline reviews, forecasting, executive business reviews, milestone tracking, performance reporting, and escalation management.
• Establish operating cadences for priority partnerships, including executive business reviews, pipeline inspections, forecasting, milestone tracking, performance reporting, and escalation management.
• Identify, qualify, and accelerate partner-sourced and partner-influenced opportunities, working with OpenAI sellers to progress shared pursuits toward customer wins.
• Develop and drive joint sales plays with cloud provider field teams and OpenAI Sales, including account mapping, joint account planning, opportunity identification, executive engagement, and deal progression.
• Partner with Sales and Technical Success to identify, shape, and accelerate strategic enterprise opportunities involving cloud infrastructure, marketplaces, and AI transformation initiatives.

Skills

cloud partnerships

strategic alliances

ecosystem sales

business development

enterprise sales

Job description

OpenAI, Inc. is seeking a Partner Director, GTM Cloud Partnerships to shape and execute our go-to-market strategy with strategic cloud providers. You will own senior relationships and develop joint business plans to expand access to OpenAI’s products.

You will coordinate account planning, co-selling, cloud marketplaces, and executive engagement across regions. This is a highly strategic, hands-on role requiring executive presence and strong commercial judgment.