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.

Requirements

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, enablement content, operating cadences, and scalable field motions in high-growth environments.
Strong technical fluency and cloud credibility, with enough depth to engage productively with architects and technical decision-makers.
A demonstrated ability to operate with high ownership in ambiguous, fast-moving environments where the playbook is still being built.
Excellent cross-functional influence, including the ability to align sales, product, engineering, operations, and leadership stakeholders without formal authority.

Benefits

Medical, dental, and vision insurance for you and your family, with employer contributions to Health Savings Accounts
Pre-tax accounts for Health FSA, Dependent Care FSA, and commuter expenses (parking and transit)
401(k) retirement plan with employer match
Paid parental leave (up to 24 weeks for birth parents and 20 weeks for non-birthing parents), plus paid medical and caregiver leave (up to 8 weeks)
Paid time off: flexible PTO for exempt employees and up to 15 days annually for non-exempt employees
13+ paid company holidays, and multiple paid coordinated company office closures throughout the year for focus and recharge, plus paid sick or safe time (1 hour per 30 hours worked, or more, as required by applicable state or local law)
Mental health and wellness support
Employer-paid basic life and disability coverage
Annual learning and development stipend to fuel your professional growth
Daily meals in our offices, and meal delivery credits as eligible
Relocation support for eligible employees
Additional taxable fringe benefits, such as charitable donation matching and wellness stipends, may also be provided.

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

AWSSaaScloud alliancesbusiness developmentco-sell motionsdeal strategytechnical coordinationstakeholder alignmentsales playsenablement content

Soft Skills

relationship buildingcross-functional influenceexecutive presencecommunicationstrategic conversationownershipadaptabilitycollaborationclarityinfluence