Head of GTM Partnerships, EMEA

OpenAI, Inc.

Job Overview

Location

London, UK

Job Type

Full-time

Full Job Description

📋 Description

• Lead the development and execution of OpenAI’s EMEA GTM partnerships strategy to accelerate enterprise AI adoption across Europe.
• Build and manage a portfolio of strategic partnerships with Global Systems Integrators (GSIs), regional systems integrators, consulting firms, advisory organizations, cloud providers, and industry-specific solution providers.
• Define partner segmentation, investment frameworks, and governance models to align partner activities with OpenAI’s regional growth priorities.
• Establish OpenAI as the preferred AI platform partner among Europe’s leading consulting and systems integration ecosystems.
• Partner closely with regional Sales, Customer Success, Product, Marketing, Legal, and Operations teams to create scalable co-sell and co-delivery motions.
• Own partner-sourced, partner-influenced, and partner-delivered business outcomes including pipeline, bookings, and strategic account expansion across EMEA.
• Develop repeatable industry and functional transformation offerings built on OpenAI products to drive customer deployment velocity and value realization.
• Lead executive-level engagement with key partners and enterprise customers to unlock large-scale AI transformation programs.
• Build and strengthen relationships with cloud infrastructure providers and managed service providers to expand OpenAI’s ecosystem reach across major European markets.
• Establish governance frameworks, operating rhythms, and performance management systems to ensure accountability and consistent customer experiences.
• Drive partner enablement through certifications, delivery standards, and resource allocation to the highest-impact opportunities.
• Recruit, develop, and lead a high-performing team of Partner Directors and Partner Managers across EMEA.
• Foster a culture centered on customer outcomes, operational rigor, accountability, and long-term ecosystem development.
• Coach leaders and design organizational structures capable of scaling with OpenAI’s enterprise growth trajectory.
• Ensure strong cross-functional collaboration across Sales, Success, Product, Marketing, Legal, and Operations to align partner initiatives with company-wide objectives.
• Assess the existing EMEA partner landscape and identify strategic opportunities within the first 90 days.
• Launch a standardized operating model across strategic partners within six months.
• Implement governance and performance management frameworks within six months.
• Develop industry-specific partner motions and solution plays within six months.
• Deliver measurable partner-driven revenue growth within 12 months.
• Scale repeatable co-sell and co-delivery motions across major EMEA markets within 12 months.
• Build a best-in-class EMEA partnerships organization that establishes OpenAI as the foundational AI platform for European enterprises.
• Measure success through partner-sourced pipeline, partner-attributed bookings, deployment velocity, customer adoption, partner satisfaction, and organizational scalability.
• Influence cross-functional stakeholders without direct authority to align partner strategies with regional and global business goals.
• Operate effectively in ambiguous environments, balancing strategic vision with operational execution.
• Engage credibly with both technical and business audiences, including CIOs, CTOs, CEOs, and Managing Partners.
• Understand enterprise delivery models, consulting economics, and services organizations’ role in technology adoption.
• Navigate regional market dynamics, regulatory considerations, and cultural nuances across Europe.

🎯 Requirements

• 15+ years of experience in enterprise technology, cloud, AI, SaaS, consulting, business development, partnerships, or ecosystem leadership
• Proven track record of building and managing large-scale strategic alliance programs across multiple countries and markets
• Experience owning significant partner-driven revenue outcomes and understanding how ecosystems contribute to enterprise growth
• Experience working closely with Global Systems Integrators, consulting firms, cloud providers, and enterprise customers
• Demonstrated success leading distributed teams across Europe and understanding regional market dynamics
• Experience supporting large-scale digital transformation, cloud transformation, data modernization, or AI initiatives

🏖️ Benefits

• Opportunity to shape how OpenAI scales its enterprise AI adoption across Europe
• Work directly with executive leadership across Sales, Product, Marketing, and Operations
• Influence the development of OpenAI’s global partnerships blueprint
• Lead a high-performing, cross-functional team with significant autonomy and impact
• Access to cutting-edge AI technology and research at the forefront of the industry
• Collaborate with top-tier global systems integrators, consulting firms, and cloud providers

Skills & Technologies

Onsite

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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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