Partner Director – AWS SI Partnership

OpenAI

. Build trusted relationships with AWS practice leaders, alliance managers, cloud sales teams, architects, and delivery leadership across key SIs and consulting partners.

Posted 5/18/2026full-timeSan Francisco • California • 🇺🇸 United StatesLead💰 $266,000 - $380,000 per yearWebsite

Tech Stack

Tools & technologies

AWSCloud

About the role

Key responsibilities & impact

Build trusted relationships with AWS practice leaders, alliance managers, cloud sales teams, architects, and delivery leadership across key SIs and consulting partners.
Own the in-market operating relationship with AWS-focused SI partners across account mapping, joint pipeline development, opportunity coordination, and executive alignment.
Drive partner enablement on OpenAI positioning, solution use cases, technical capabilities, qualification criteria, and customer engagement best practices.
Partner closely with OpenAI Sales, Technical Success, and Product teams to support strategic enterprise opportunities involving SI-led transformation initiatives and AI deployments.
Identify, shape, and accelerate qualified opportunities emerging from AWS SI partner ecosystems and joint customer accounts.
Help SI partners build repeatable OpenAI offerings, reference architectures, delivery methodologies, and go-to-market motions aligned to AWS infrastructure and services.
Drive strong co-sell execution and operational discipline across AWS ACE, Marketplace, pipeline tracking, partner attribution, and deal progression workflows.
Develop scalable sales plays, enablement materials, field communications, and executive engagement strategies that help partners operate more independently over time.
Aggregate structured feedback from SI partners, AWS stakeholders, and customers and translate insights into recommendations for product, operations, marketing, and GTM leadership teams.
Help define the engagement model, prioritization framework, and operating cadence required to scale OpenAI’s AWS SI ecosystem globally.
Collaborate cross-functionally with Partner SAs, 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 commercial judgment, technical credibility, and strategic clarity matter.

Requirements

What you’ll need

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.
A 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.
Experience building scalable partner programs, enablement strategies, operating cadences, sales plays, and field motions in high-growth environments.
Strong technical fluency and cloud credibility, with enough depth to engage productively with cloud architects, delivery teams, and technical decision-makers.
Experience navigating highly matrixed organizations and aligning cross-functional stakeholders without formal authority.
A demonstrated ability to operate with high ownership in ambiguous, fast-moving environments where processes and playbooks are still evolving.

Benefits

Comp & perks

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.

ATS Keywords

✓ Tailor your resume

Applicant Tracking System Keywords

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

Hard Skills & Tools

AWScloud alliancesbusiness developmentAI transformationdata platformspartner programsenablement strategiessales playscloud modernizationtechnical implementations

Soft Skills

relationship buildingstrategic thinkingexecutive presencecross-functional collaborationcommunicationoperational disciplineownershipadaptabilityinfluencing without authoritycustomer engagement