Senior ISV Partnerships Architect

OpenAI; New York (NY); On-site; USD 180,000 - 280,000; Full time

Job summary

OpenAI is seeking a senior partnerships leader to define and lead ISV partnerships strategy, oversee executive governance, and negotiate complex product and commercial terms with high-impact software partners.

You will drive adoption, collaboration, and go-to-market motions across a fast-moving AI ecosystem, building scalable collaborations and shaping partner programs while working with product, sales, and engineering teams.

Qualifications

• 12+ years of experience in technology partnerships, business development, platform ecosystems, or enterprise software.
• Proven experience leading strategic ISV relationships and negotiating complex product and commercial partnerships.
• Strong understanding of AI platforms, SaaS business models, cloud marketplaces, and enterprise go-to-market.
• Demonstrated ability to manage a portfolio while personally driving the highest-impact partnerships.
• Credibility with partner executives and with product, engineering, sales, finance, legal, and marketing teams.
• Strong strategic and commercial judgment, technical fluency, and comfort operating through ambiguity.
• Outstanding communication, executive presence, and cross-functional leadership in a fast-moving technology company.

Responsibilities

• Define OpenAI's ISV partnership strategy, priorities, segmentation, and business goals.
• Recruit and manage a portfolio of high-impact software partners across horizontal and vertical applications.
• Structure and negotiate partnerships spanning product integration, model adoption, commercial terms, distribution, and joint go-to-market.
• Develop joint business plans and executive governance with strategic partners.
• Help partners move from initial build to launch, customer adoption, expansion, and scaled consumption.
• Create repeatable co-build, co-sell, co-market, and marketplace motions.
• Serve as the voice of ISVs internally, shaping product requirements, developer experience, economics, and partner programs.
• Track partner pipeline, launches, adoption, consumption, customer impact, and ecosystem growth.
• Establish the team structure and operating model needed to scale the ISV business.

Skills

ISV partnerships

Business development

Platform ecosystems

Enterprise software

Executive credibility

AI platforms

SaaS business models

Cloud marketplaces

Go-to-market

Cross-functional leadership

Negotiation

Strategic mindset

Job description

OpenAI is seeking a senior partnerships leader to define and lead ISV partnerships strategy, oversee executive governance, and negotiate complex product and commercial terms with high-impact software partners.

You will drive adoption, collaboration, and go-to-market motions across a fast-moving AI ecosystem, building scalable collaborations and shaping partner programs while working with product, sales, and engineering teams.