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Partner Director – AWS Alliance Partnership
OpenAIPartner Director responsible for shaping OpenAI's AWS alliance strategy and managing relationships across APAC. Collaborating with local teams to drive sales and co-sell opportunities with AWS.
Tech Stack
Tools & technologiesAWSCloud
About the role
Key responsibilities & impact- Jointly shape and execute the APAC AWS alliance strategy and annual operating plan with the APAC Partnerships Lead and local Partner Directors.
- Own the regional AWS alliance relationship and coordinate with AWS country teams alongside local Partner Directors.
- Build trusted relationships with AWS alliance leaders, sales teams, technical teams, cloud architects, industry leaders, and delivery stakeholders.
- Develop joint account plans and drive co-sell execution across AWS, local Partner Directors, OpenAI Sales teams, and services partners.
- Identify, shape, and accelerate qualified AWS-related opportunities and customer engagements.
- Mobilise AWS-focused practices within systems integrators, consulting firms, and specialist services partners.
- Help partners develop repeatable OpenAI offerings, reference architectures, delivery methodologies, and GTM motions aligned with AWS infrastructure and services.
- Drive operating discipline across AWS ACE, Marketplace, partner programs, funding mechanisms, pipeline tracking, partner attribution, and deal-progression workflows.
- Build and run the AWS governance model across APAC, including pipeline reviews, operating cadences, executive business reviews, milestone tracking, and escalation management.
- Develop scalable sales plays, enablement materials, field communications, and engagement strategies that local teams and partners can reuse.
- Lead or support contracting where appropriate, coordinating with local Partner Directors and legal, finance, and leadership teams.
- Aggregate feedback from AWS stakeholders, services partners, customers, and country teams and translate it into recommendations for Product, Operations, Marketing, and GTM leadership.
- Coordinate with Marketing on AWS-related launches, campaigns, enablement activities, and events.
- Represent OpenAI with executive presence in AWS, partner, customer, and market-facing conversations.
- Travel regularly across APAC, with occasional travel to the United States.
Requirements
What you’ll need- 8+ years of experience in partnerships, cloud alliances, ecosystem sales, business development, consulting partnerships, or related GTM roles within SaaS, cloud, AI, or platform businesses.
- Significant experience building and scaling hyperscaler-alliance motions across multiple markets.
- Strong familiarity with the AWS ecosystem, including regional and country teams, ACE, Marketplace, partner programs, funding models, and co-sell workflows.
- Experience working with global and regional systems integrators and consulting firms with substantial AWS cloud practices.
- A proven record of driving measurable partner-sourced opportunities, customer wins, and repeatable solutions through strategic partnerships.
- Experience supporting complex enterprise opportunities involving cloud modernisation, AI transformation, data platforms, or large-scale technical implementations.
- Experience leading joint account planning and complex co-sell motions involving multiple internal and external stakeholders.
- Comfort engaging C-Suite, cloud leaders, practice heads, and senior business stakeholders in commercially and technically informed conversations.
- Experience building scalable partner programs, operating cadences, enablement strategies, sales plays, and field motions.
- Strong technical fluency and cloud credibility, with enough depth to engage productively with architects, delivery teams, and technical decision-makers.
- Strong commercial judgement and experience leading or supporting contracting processes.
- Experience navigating highly matrixed organisations and aligning stakeholders without formal authority.
- A demonstrated ability to operate with high ownership in ambiguous, fast-moving environments.
Benefits
Comp & perks- Competitive salary
- Flexible work arrangements
- Professional development opportunities
- Paid time off
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
AWScloud alliancesbusiness developmentco-sell executionaccount planningcloud modernisationAI transformationdata platformspartner programsenablement strategies
Soft Skills
relationship buildingstrategic thinkingcommercial judgementstakeholder alignmentexecutive presenceownershipcommunicationleadershipnegotiationadaptability