Director, Partnerships - OpenAI for Government

📋 Description

• • OpenAI is at the forefront of artificial general intelligence (AGI) research and deployment, with a mission to ensure that safe AGI benefits all of humanity. Our Go To Market (GTM) team is instrumental in enabling customers to harness the power of our advanced AI products, driving widespread adoption and value creation.
• • This role is pivotal in executing OpenAI's government go-to-market strategy, focusing on cultivating and managing high-impact partnerships within the federal ecosystem. You will operate at the nexus of business development, strategic alliances, and technical product alignment, playing a key role in pursuing and delivering large-scale government programs.
• • You will collaborate closely with internal leadership to architect strategic partnerships, meticulously manage a diverse portfolio of partner relationships, and actively support capture efforts for significant government procurements.
• • The ideal candidate possesses a robust background in technology companies, system integrators, and federal agencies, demonstrating a proven ability to navigate complex external relationships while upholding rigorous operational discipline across numerous concurrent engagements.
• • Your responsibilities will include identifying and structuring partnership agreements, orchestrating partner resources, and ensuring seamless alignment of internal teams to deliver scalable, mission-critical solutions that precisely meet government requirements.
• • This position demands exceptional judgment, the agility to thrive in dynamic, fast-paced environments, and a deep understanding of how technology companies successfully engage with both enterprise markets and the U.S. government.
• • You will manage a dynamic portfolio of strategic partners, encompassing government-facing technology firms and innovative, mission-focused startups, ensuring these relationships are mutually beneficial and strategically aligned.
• • A key aspect of this role involves rigorously evaluating inbound partnership opportunities, prioritizing those that most effectively align with OpenAI's overarching strategy and specific government program pursuits.
• • You will cultivate and maintain robust working relationships across a broad partner ecosystem, fostering collaboration for joint pursuits, seamless product integrations, and successful program delivery.
• • This role requires exceptional coordination of partner activities across multiple simultaneous engagements, demanding clear, consistent communication and unwavering operational rigor to ensure project success.
• • You will provide critical support for the pursuit of government programs by orchestrating collaborative efforts between internal teams and external partners throughout the capture and proposal development phases.
• • You will play an integral role in defining partner roles and technical contributions for joint government opportunities, ensuring optimal resource allocation and expertise deployment.
• • Contribute significantly to the development of capture strategies, competitive positioning, and strategic partner teaming decisions, shaping the approach to winning key government contracts.
• • Assist in the meticulous preparation of proposal materials, including the development of partnership frameworks, compelling technical narratives, and essential supporting documentation.
• • You will be responsible for drafting, reviewing, and negotiating a variety of partnership agreements, such as teaming agreements, memoranda of understanding (MOUs), and revenue-sharing frameworks, ensuring legal and business alignment.
• • Collaborate closely with legal, finance, and compliance teams to structure agreements that not only meet stringent regulatory requirements but also effectively align partner incentives with OpenAI's objectives.
• • Support complex negotiations with external partners, ensuring that all agreements are scalable, sustainable, and precisely aligned with company goals and strategic imperatives.
• • Foster strong partnerships with internal product, engineering, legal, and compliance teams to ensure seamless alignment of internal resources with government and partner-driven opportunities, maximizing impact and efficiency.
• • Represent OpenAI at key government and industry forums, actively strengthening our partner networks and proactively identifying new strategic opportunities for growth and collaboration.
• • This role is ideal for a strategic thinker who understands go-to-market best practices, plans years ahead, and effectively aligns stakeholders to achieve long-term objectives.
• • You will be customer-centric, driven to understand federal customers' priorities and help them achieve mission-critical objectives using AI, building trusted relationships with government executives.
• • A passion for artificial intelligence and its potential to benefit federal missions and humanity is essential, coupled with enthusiasm for educating government customers on AI capabilities.
• • As a builder, you will enjoy impacting the growth of OpenAI's federal business, establishing robust systems and processes tailored to federal requirements and executing them with precision.
• • You will be excited by new challenges, thriving when solving complex federal-specific problems and experimenting with innovative solutions within government environments.
• • You will push the organization by proactively contributing to strategic initiatives, deeply understanding federal go-to-market best practices, and planning years ahead to achieve long-term objectives.