Partner Director, AWS SI Partnership

OpenAI, Inc.

Job Overview

Location

San Francisco

Job Type

Full-time

Full Job Description

📋 Description

• Lead and scale OpenAI’s strategic partnerships with AWS-focused Systems Integrator (SI) practices, driving co-sell engagement and partner-attached revenue growth across North America and globally.
• Build and maintain trusted relationships with AWS practice leaders, alliance managers, cloud sales teams, architects, and delivery leadership at key global SIs and consulting partners.
• Own the in-market operating relationship with AWS-focused SI partners, including account mapping, joint pipeline development, opportunity coordination, and executive alignment across enterprise accounts.
• Drive comprehensive partner enablement on OpenAI’s positioning, solution use cases, technical capabilities, qualification criteria, and customer engagement best practices tailored to AWS infrastructure.
• Partner with OpenAI Sales, Technical Success, and Product teams to support complex enterprise opportunities involving SI-led AI deployments, cloud modernization, and large-scale technical transformations.
• Identify, shape, and accelerate qualified opportunities emerging from AWS SI partner ecosystems and joint customer accounts, ensuring clear attribution and deal progression through co-sell workflows.
• Help SI partners develop repeatable OpenAI offerings, reference architectures, delivery methodologies, and go-to-market motions aligned with AWS services and cloud deployment patterns.
• Drive operational discipline in co-sell execution across AWS ACE, AWS Marketplace, pipeline tracking, partner attribution, and deal registration processes.
• Build scalable sales plays, enablement materials, field communications, and executive engagement strategies to empower partners to operate more independently over time.
• Aggregate structured feedback from SI partners, AWS stakeholders, and customers, translating insights into actionable recommendations for OpenAI’s product, operations, marketing, and GTM leadership teams.
• Define and refine the engagement model, prioritization framework, and operating cadence required to scale OpenAI’s AWS SI ecosystem globally across regions and partner types.
• Collaborate cross-functionally with Partner Solutions Architects, Cloud Specialists, Product, Engineering, Partner Marketing, Partner Operations, and executive leadership to unblock deals and improve partnership execution.
• Represent OpenAI with executive presence in customer, partner, and leadership conversations where technical credibility, commercial judgment, and strategic clarity are critical to advancing partnership objectives.
• Translate ecosystem strategy into measurable revenue outcomes through scalable, repeatable motions that drive pipeline growth, customer adoption, and partner activation.
• Operate in a high-ambiguity, fast-moving environment where processes and playbooks are still evolving, with strong ownership and urgency to deliver results.
• Maintain technical fluency to effectively engage cloud architects, delivery teams, and technical decision-makers, translating technical concepts into business value for partners and customers.
• Navigate highly matrixed organizations and align cross-functional stakeholders without formal authority to ensure seamless partnership execution.

🎯 Requirements

• 8+ years in partnerships, cloud alliances, ecosystem sales, business development, consulting partnerships, or related GTM roles within SaaS, cloud, AI, or platform businesses
• Significant experience working with Global Systems Integrators and consulting firms that maintain large AWS cloud practices
• Strong familiarity with AWS co-sell motions, including ACE, Marketplace, partner funding models, and partner-led sales and delivery engagement structures
• Proven track record of driving measurable revenue outcomes through strategic partnerships, not simply managing relationships
• Experience supporting complex enterprise opportunities involving cloud modernization, AI transformation, data platforms, or large-scale technical implementations
• Comfort engaging CIOs, CTOs, cloud leadership, practice heads, and senior business stakeholders in strategic and technically informed conversations

🏖️ Benefits

• Compensation range of $266K - $380K USD
• Hybrid work model with 3 days in the office per week (based in NYC or SF)
• Opportunity to shape how OpenAI scales through AWS and strategic SI partnerships in the AI era

Skills & Technologies

AWS

Hybrid

$266k-380k

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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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