About this role
The GTM Partnerships team builds a strategic, global partner ecosystem to accelerate customer success, enable enterprise AI adoption, and drive durable growth in support of OpenAI's mission toward AGI. Leaders in this position oversee relationships with major Global Systems Integrators including HCLTech, Wipro, and Cognizant to scale enterprise AI deployment. Professionals joining the organization will own executive relationships, drive joint go-to-market strategies, and align cross-functional teams to turn partnerships into measurable business outcomes. Candidates who understand large consulting operations and possess experience driving revenue through strategic alliances will find success in this environment.
What you will do
- Manage strategic and commercial relationships with HCLTech, Wipro, and Cognizant to foster long-term partnership growth.
- Design and implement joint business plans that accelerate customer acquisition and revenue across enterprise accounts.
- Build scalable co-sell motions alongside internal sales teams through joint account planning and pipeline generation.
- Establish structured operating cadences including quarterly business reviews, executive governance, and pipeline inspections.
- Collaborate across product, engineering, legal, marketing, and security teams to support partner-led customer engagements.
- Represent the organization in customer meetings, executive planning sessions, and industry events alongside partner leadership.
What you need
- Bring significant experience leading strategic alliances, GSI partnerships, or ecosystem relationships within enterprise software, cloud, AI, or consulting.
- Demonstrate deep familiarity with large Global Systems Integrators and their operational models across consulting and managed services.
- Show a proven track record of executing joint go-to-market strategies that yield measurable pipeline and revenue growth.
- Exhibit strong operational rigor in managing governance frameworks, forecasting, and pipeline health.
- Possess technical fluency to engage credibly with solution architects and engineering stakeholders.
Benefits
- Offers Equity
Questions candidates ask
What is the compensation for this role?
The salary range is $380K to $420K with offered equity.
Where is the position located?
The role is based in San Francisco.
Which partners will this person manage?
The director will lead relationships with three of the world's largest Global Systems Integrators: HCLTech, Wipro, and Cognizant.
Who does the role report to?
This position reports to the Head of GSIs.