Strategic Partnerships Manager, GTM & Ecosystem

OpenAI; San Francisco (CA); On-site; USD 150,000 - 240,000; Full time

Job summary

OpenAI is seeking a Partnerships Sales Manager to lead high-impact co-sell relationships across go-to-market teams and ecosystem partners.

You’ll manage a portfolio of strategic partners—including technology platforms, distribution channels, service providers, and other ecosystem partners—and work closely with internal sales teams to turn business needs into effective partnership strategies in order to deliver customer value and outcomes.

Qualifications

• 7+ years of experience in strategic partnerships, business development, ecosystem development, platform partnerships, go-to-market alliances, or a related field.
• Direct sales and/or sales overlay experience.
• Managed complex relationships with technology platforms, distribution partners, service providers, infrastructure companies, or other critical strategic partners.
• Strong negotiation skills and experience structuring sophisticated agreements.
• Ability to analyze commercial and operational data and translate into clear recommendations.
• Effective collaboration across technical, commercial, legal, go-to-market, and operational teams.

Responsibilities

• Own and deepen relationships with key strategic and ecosystem partners.
• Drive a partner-first strategy across your field territory alongside GTM teams.
• Develop partnership strategies aligned with OpenAI’s product, go-to-market, and operational priorities.
• Source, evaluate, and onboard new partners and service providers.
• Lead commercial negotiations with Legal, Business Operations, Procurement, Security, and other stakeholders.
• Translate complex business requirements into clear partner selection criteria and operating plans.
• Establish performance metrics, governance processes, and regular business reviews for strategic relationships.
• Identify opportunities to improve economics, service quality, resilience, and scalability across the partner portfolio.
• Coordinate cross-functional initiatives involving Sales, Product, Engineering, Legal, Security, Marketing, Business Operations, and other partner-facing teams.
• Monitor market developments, ecosystem shifts, and emerging capabilities across relevant partner categories.
• Prepare recommendations and decision materials for senior leaders.
• Anticipate partnership risks and lead their resolution with internal and external stakeholders.

Skills

Strategic partnerships

Business development

Ecosystem development

Platform partnerships

Go-to-market partnerships

Sales experience

Negotiation

Data analysis

Cross-functional collaboration

Executive communication

Job description

OpenAI is seeking a Partnerships Sales Manager to lead high-impact co-sell relationships across go-to-market teams and ecosystem partners.

You’ll manage a portfolio of strategic partners—including technology platforms, distribution channels, service providers, and other ecosystem partners—and work closely with internal sales teams to turn business needs into effective partnership strategies in order to deliver customer value and outcomes.