OpenAI· Go To Market· New York City, San Francisco, and Remote - US
Partner Director, AWS Alliances
Comp$378K – $420K
Classified Tasks (20)
Automate 0%Augment 50%Human-Only 50%
Augment (10)
AI assists, human decides
Enable AWS sellers on positioning, use cases, qualification logic, and how to engage OpenAI effectively
communication
Identify, shape, and support qualified opportunities emerging from AWS accounts in partnership with OpenAI sales and technical teams
operational
Help qualified opportunities move efficiently through the co-sell motion
operational
Drive disciplined co-sell execution and maintain strong operating rigor
operational
Drive strong co-sell hygiene across ACE, Marketplace, opportunity tracking, follow-up, and next-step discipline
operational
Develop repeatable sales plays, enablement assets, and field communications that help AWS teams operate more independently
communication
Aggregate structured feedback from AWS sellers and customers and translate it into clear recommendations for product, GTM, and operations teams
analytical
Build simple operating mechanisms that scale
operational
Translate alliance strategy into pipeline, partner-attached revenue, and repeatable execution
analytical
Provide fast feedback loops back into the business to inform product, GTM, and operations decisions
operational
Human-Only (10)
Requires human judgment
Build a strategic, global partner ecosystem to accelerate customer success, support secure AI adoption, and drive growth
leadership
Collaborate closely with sales, technical success, product, marketing, operations, and leadership teams to turn strategic partnerships into durable commercial outcomes
operational
Build and scale the in-market operating motion with AWS
operational
Build trusted relationships with AWS Account Managers, Solutions Architects, Specialists, and regional segment leaders to create durable seller mindshare
communication
Own the in-market operating relationship with AWS sellers across account mapping, joint planning, deal coordination, and escalation management
operational
Help define the operating model, engagement thresholds, and regional strategy to make the AWS motion scalable as demand grows
leadership
Collaborate cross-functionally with Partner SAs, Cloud Specialist Sellers, Product, Engineering, Partner Marketing, Partner Ops, and GTM leadership to unblock deals and improve execution
operational
Represent OpenAI in customer, partner, and internal leadership conversations where commercial judgment and clarity matter
leadership
Earn mindshare with cloud field teams through targeted engagement and relationship building
communication
Shape joint account and opportunity strategy with AWS sellers and OpenAI teams
leadership
Job description
Partner Director, AWS Alliances | OpenAI Careers ## Partner Director, AWS Alliances Go To Market - New York City, San Francisco, and Remote - US Apply now(opens in a new window) **About the Team** OpenAI's GTM Partnerships team builds a strategic, global partner ecosystem designed to accelerate customer success, support secure AI adoption, and drive growth in support of OpenAI's mission toward AGI. We collaborate closely across sales, technical success, product, marketing, operations, and leadership teams to turn strategic partnerships into durable commercial outcomes. Within that team, the AWS alliance is a top priority. Success requires more than executive alignment. It requires field enablement, disciplined co-sell execution, strong operating rigor, and fast feedback loops back into the business. **About the Role** We are hiring a Partner Director, AWS Alliances to help build and scale OpenAI's in-market operating motion with AWS. This person will serve as a field-facing leader responsible for enabling AWS sellers, shaping joint account and opportunity strategy, and helping qualified opportunities move efficiently through the co-sell motion. This is a revenue-oriented partnerships role for a high-output operator who can translate alliance strategy into pipeline, partner-attached revenue, and repeatable execution. The right candidate knows how to earn mindshare with cloud field teams, navigate ambiguity, and build simple operating mechanisms that scale. This role is based in NYC, SF or Remote US. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees. **In this role, you will:** * Build trusted relationships with AWS Account Managers, Solutions Architects, Specialists, and regional segment leaders to create durable seller mindshare. * Enable AWS field teams on positioning, use cases, qualification logic, and how to engage OpenAI effectively. * Own the in-market operating relationship with AWS sellers across account mapping, joint planning, deal coordination, and escalation management. * Identify, shape, and support qualified opportunities emerging from AWS accounts, in close partnership with OpenAI sales and technical teams. * Drive strong co-sell hygiene across ACE, Marketplace, opportunity tracking, follow-up, and next-step discipline. * Develop repeatable sales plays, enablement assets, and field communications that help AWS teams operate more independently over time. * Aggregate structured feedback from AWS sellers and customers and translate it into clear recommendations for product, GTM, and operations teams. * Help define the operating model, engagement thresholds, and regional strategy that make the AWS motion scalable as demand grows. * Collaborate cross-functionally with Partner SAs, Cloud Specialist Sellers, Product, Engineering, Partner Marketing, Partner Ops, and GTM leadership to unblock deals and improve execution. * Represent OpenAI with executive presence in customer, partner, and internal leadership conversations where commercial judgment and clarity matter. **We're seeking someone with experience including:** * 8+ years in partnerships, ecosystem sales, cloud alliances, business development, or related go-to-market roles within SaaS, cloud, or platform businesses. * Meaningful experience working closely with AWS field teams and strong familiarity with AWS co-sell motions, including ACE, Marketplace, and partner-led sales engagement models. * A proven track record of driving revenue through partnerships, not just managing partner relationships. * Experience supporting complex enterprise opportunities with direct sales teams, including deal strategy, qualification, technical coordination, and stakeholder alignment. * Comfort engaging CIOs, CTOs, and senior business leaders in strategic conversations and communicating technical value propositions clearly. * Experience building sales plays, enableme