Head of Growth GSIs - Cognizant Infosys & Wipro

OpenAI, Inc.

Job Overview

Location

San Francisco

Job Type

Full-time

Full Job Description

📋 Description

• Lead and scale OpenAI’s strategic partnerships with Global Systems Integrators (GSIs) including Cognizant, Infosys, and Wipro, with full accountability for partnership health, customer adoption, revenue impact, and long-term growth.
• Define and execute the partnership strategy for GSIs, including joint business plans, measurable goals, execution roadmaps, and success metrics aligned with OpenAI’s mission and enterprise AI adoption objectives.
• Establish and maintain a durable operating model for GSI partnerships, including governance structures, executive alignment forums, escalation protocols, business review cycles, and consistent execution cadence.
• Develop and drive joint go-to-market plans with Sales, Solutions, and Marketing teams, encompassing field enablement, solution positioning, demand generation, and coordinated customer delivery initiatives.
• Collaborate with Solutions, Product, and Engineering teams to identify, codify, and scale repeatable enterprise use cases, implementation patterns, and delivery methodologies that enable customers to adopt OpenAI products at scale.
• Partner with Security, Legal, Privacy, and Commercial teams to design and implement trust, compliance, and commercial frameworks that support partner-led engagements while meeting enterprise standards.
• Enable GSIs to build deep OpenAI expertise across advisory, implementation, transformation, and managed services practices, ensuring they are equipped to deliver high-quality client outcomes.
• Track performance against defined metrics, diagnose bottlenecks in partnership execution, and implement continuous improvement initiatives across programs and field operations.
• Represent OpenAI in executive-level engagements with senior GSI leadership, driving strategic alignment, resolving complex issues, and expanding the scope and depth of partnerships over time.
• Travel regularly to international locations, including India, to engage with GSI teams, co-deliver joint initiatives, and strengthen partner relationships on the ground.
• Operate as the single accountable owner for a portfolio of high-impact GSI partnerships, aligning cross-functional internal stakeholders across GTM, Product, Engineering, Legal, Security, and partner organizations to deliver measurable business outcomes.
• Navigate complex, global, matrixed environments with strong executive presence, sound judgment, and the ability to influence without direct authority across multiple organizations and time zones.
• Communicate clearly and concisely, producing decision-ready memos, joint business plans, executive updates, and partnership business reviews that drive alignment and action across internal and external stakeholders.
• Translate shared strategic priorities between OpenAI and GSIs into actionable, scalable partnership motions that accelerate enterprise AI adoption and customer success.
• Ensure all partnership activities adhere to OpenAI’s mission of ensuring general-purpose artificial intelligence benefits all of humanity, with safety and human needs at the core.

🎯 Requirements

• Significant experience leading strategic GSI, alliances, or channel partnerships in enterprise software, cloud, consulting, or AI
• Deep familiarity with Global Systems Integrators and how they operate across global enterprise customers, transformation programs, and delivery organizations
• A track record building and scaling partnerships from early-stage strategy through executive alignment, field activation, delivery enablement, and measurable business impact
• Strong technical and product fluency, with the ability to partner effectively with Solutions, Product, Engineering, and Security teams without needing to be the hands-on implementer
• Experience navigating enterprise requirements related to security, privacy, governance, compliance, and commercial models in partner-led initiatives
• Exceptional cross-functional leadership and the ability to drive alignment across Sales/GTM, Solutions, Product, Engineering, Legal, and partner organizations

🏖️ Benefits

• Hybrid work model based in San Francisco office
• Regular travel to international locations, including India
• Opportunity to shape the future of AI alongside a mission-driven team
• Access to cutting-edge AI technology and research
• Inclusive, equal opportunity workplace culture
• Commitment to reasonable accommodations for applicants with disabilities

Skills & Technologies

Hybrid

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OpenAI, Inc.

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About OpenAI, Inc.

OpenAI is a San Francisco-based artificial intelligence research and deployment company founded in 2015. It develops large-scale AI models such as GPT, DALL-E, and Codex, providing cloud APIs and consumer applications like ChatGPT. Originally established as a non-profit, it later created a capped-profit subsidiary to attract capital while maintaining its mission to ensure artificial general intelligence benefits all of humanity.

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