Partner Director, GTM Cloud Partnerships

Overview

Partner Director, GTM Cloud Partnerships will shape and execute OpenAI’s go-to-market strategy with strategic cloud partners, owning senior partner relationships and joint business plans to drive measurable customer and commercial outcomes.

What you'll do

• Own strategic and commercial relationships with a top global cloud partner.
• Develop and execute joint business plans to increase customer adoption, pipeline, marketplace transactions, and revenue.
• Translate partnerships into repeatable go-to-market programs and field engagement models.
• Build scalable co-sell motions, including account mapping, joint account planning, executive engagement, and deal progression.
• Create pathways for customers to purchase and deploy via existing cloud relationships and procurement processes.
• Establish partnership operating cadences for reviews, forecasting, milestone tracking, reporting, and escalation management.

What you'll need

• 10+ years of experience in cloud partnerships, strategic alliances, ecosystem sales, business development, or enterprise sales.
• Significant experience building go-to-market partnerships with major cloud providers.
• Track record delivering measurable outcomes via strategic partnerships (pipeline, revenue, adoption, or marketplace outcomes).
• Experience turning complex global agreements into practical field motions and repeatable engagement models.
• Familiarity with cloud marketplaces, co-sell programs, committed-spend models, partner attribution, and enterprise procurement.
• Technical fluency to engage technical decision-makers.

Details

• Based in San Francisco.
• Hybrid work model: three days in the office per week.