Partner Director, AWS Alliances

OpenAI, Inc.

Job Overview

Location

New York City

Job Type

Full-time

Full Job Description

📋 Description

• The Partner Director, AWS Alliances role at OpenAI is a strategic, revenue-focused position responsible for building and scaling the company’s go-to-market motion with Amazon Web Services, directly contributing to OpenAI’s mission of advancing artificial general intelligence through secure, scalable AI adoption by enabling high-impact co-sell partnerships that generate pipeline and partner-attached revenue.
• This role is critical to translating alliance strategy into measurable commercial outcomes by embedding OpenAI within AWS’s global sales ecosystem, ensuring that joint opportunities are identified, qualified, and closed efficiently through disciplined execution, feedback loops, and cross-functional alignment.
• The person will serve as a field-facing leader who builds trusted relationships with AWS Account Managers, Solutions Architects, Specialists, and regional segment leaders to create durable seller mindshare, enabling AWS teams to confidently position, qualify, and engage OpenAI solutions across enterprise accounts.
• Day-to-day responsibilities include enabling AWS field teams on OpenAI’s positioning, use cases, qualification logic, and engagement protocols; owning the in-market operating relationship through account mapping, joint planning, deal coordination, and escalation management; identifying and shaping qualified opportunities from AWS accounts in partnership with OpenAI sales and technical teams; driving co-sell hygiene across ACE, Marketplace, opportunity tracking, and follow-up discipline; developing repeatable sales plays, enablement assets, and field communications that scale AWS team independence; aggregating structured feedback from AWS sellers and customers to inform product, GTM, and operations decisions; helping define operating models, engagement thresholds, and regional strategies for scalable growth; collaborating cross-functionally with Partner SAs, Cloud Specialist Sellers, Product, Engineering, Partner Marketing, Partner Ops, and GTM leadership to unblock deals; and representing OpenAI with executive presence in customer, partner, and internal leadership conversations where commercial judgment and clarity are essential.
• The GTM Partnerships team at OpenAI builds a global partner ecosystem to accelerate customer success, support secure AI adoption, and drive growth toward AGI, collaborating closely across sales, technical success, product, marketing, operations, and leadership to turn strategic partnerships into durable commercial outcomes, with the AWS alliance being a top priority requiring field enablement, disciplined co-sell execution, operating rigor, and fast feedback loops.
• This role offers the opportunity to operate at the forefront of AI and cloud platform evolution, helping define how OpenAI scales through strategic ecosystems by building structure from ambiguity, turning complex partnership motions into simple, repeatable systems, and directly influencing revenue outcomes through high-ownership, judgment-driven execution in a fast-moving, high-growth environment where technical fluency and executive credibility are paramount.

🎯 Requirements

• 8+ years of experience in partnerships, ecosystem sales, cloud alliances, business development, or related go-to-market roles within SaaS, cloud, or platform businesses.
• Proven track record of driving revenue through partnerships—not just managing relationships—with direct experience supporting complex enterprise opportunities alongside sales teams, including deal strategy, qualification, technical coordination, and stakeholder alignment.
• Deep familiarity with AWS co-sell motions, including ACE, Marketplace, and partner-led sales engagement models, plus demonstrated ability to engage CIOs, CTOs, and senior business leaders in strategic conversations with clear technical value proposition communication.

🏖️ Benefits

• Hybrid work model: 3 days in the office per week in New York City.
• Relocation assistance provided for new employees.
• Opportunity to shape OpenAI’s strategic AWS alliance and directly impact revenue growth through high-visibility, field-facing partnership execution.

Skills & Technologies

AWS

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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