Partner Director - AWS Alliance Partnership, APAC

📋 Description

• • Lead and execute OpenAI’s strategic AWS alliance partnership across the APAC region as an individual contributor, operating through influence across regional and country teams.
• • Own the regional relationship with AWS, coordinating directly with AWS country teams, alliance leaders, sales teams, technical teams, cloud architects, and delivery stakeholders.
• • Develop and own the APAC-wide AWS alliance strategy and annual operating plan in alignment with the APAC Partnerships Lead and local OpenAI Partner Directors.
• • Build and drive joint account plans with AWS and OpenAI Sales teams to identify, shape, and accelerate qualified customer opportunities powered by OpenAI on AWS infrastructure.
• • Mobilise AWS-focused systems integrators, consulting firms, and specialist services partners to build, deliver, and scale OpenAI-powered solutions using AWS cloud services.
• • Design and implement repeatable OpenAI offerings, reference architectures, delivery methodologies, and GTM motions that are aligned with AWS infrastructure and services.
• • Establish and manage the AWS governance model across APAC, including pipeline reviews, operating cadences, executive business reviews, milestone tracking, and escalation management.
• • Drive operational discipline across AWS ACE, AWS Marketplace, partner programs, funding mechanisms, pipeline tracking, partner attribution, and deal-progression workflows.
• • Create scalable sales plays, enablement materials, field communications, and engagement strategies that local teams and partners can reuse across APAC markets.
• • Lead or support contracting processes in coordination with local Partner Directors, legal, finance, and leadership teams.
• • Aggregate feedback from AWS stakeholders, services partners, customers, and country teams, and translate insights into actionable recommendations for Product, Operations, Marketing, and GTM leadership.
• • Coordinate with Marketing on AWS-related product launches, campaigns, enablement activities, and regional events.
• • Represent OpenAI with executive presence in AWS, partner, customer, and market-facing engagements across APAC.
• • Travel regularly across APAC markets, with occasional travel to the United States to support global alliance initiatives.
• • Translate OpenAI’s strategic alliance with AWS into measurable customer outcomes through co-sell execution, partner enablement, and operational alignment.
• • Build trusted relationships with senior AWS and partner stakeholders, including C-suite, cloud practice heads, and technical decision-makers.
• • Operate with high ownership in ambiguous, fast-moving environments to turn complex regional ecosystems into scalable, repeatable motions.
• • Maintain technical fluency to engage productively with cloud architects and delivery teams on AI, cloud modernisation, data platforms, and large-scale technical implementations.
• • Demonstrate commercial judgement in navigating matrixed organisations and aligning stakeholders without formal authority.
• • Balance strategic vision with detailed execution, focusing on high-leverage partnership opportunities that drive measurable revenue and customer success.