OpenAI
AI
PartnerDirector-AWSAlliancePartnership,APAC
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“Partner Director - AWS Alliance Partnership, APAC at OpenAI. Skills: AWS Alliance Partnership, GTM Strategy, Partner Ecosystem. Shape APAC AWS alliance strategy. Execute APAC AWS alliance strategy”
What You'll Achieve.
Accelerate customer success; Support secure AI adoption; Drive growth; Drive durable commercial outcomes; Enable AWS teams to build solutions; Enable AWS teams to deliver solutions; Enable AWS teams to scale solutions; Enable services partners to build solutions; Enable services partners to deliver solutions; Enable services partners to scale solutions; Drive measurable customer outcomes; Mobilise AWS country teams; Mobilise services-partner ecosystem; Drive high-value customer opportunities; Develop country-level strategies; Drive joint account planning; Coordinate AWS-related opportunities; Operationally manage selected cross-market initiatives; Build regional GTM strategy; Translate alliance into solutions; Translate alliance into field playbooks; Translate alliance into governance structures; Translate alliance into co-sell motions; Drive joint account planning; Drive co-sell execution; Identify, shape, and accelerate opportunities; Mobilise AWS-focused practices; Help partners develop OpenAI offerings; Help partners develop reference architectures; Help partners develop delivery methodologies; Help partners develop GTM motions; Drive operating discipline; Build and run AWS governance model; Develop scalable sales plays; Develop enablement materials; Develop field communications; Develop engagement strategies; Lead or support contracting; Aggregate feedback; Translate feedback into recommendations; Coordinate on launches; Coordinate on campaigns; Coordinate on enablement activities; Coordinate on events; Represent OpenAI; Shape future of technology
Industry & Context.
Translate strategic alliance into outcomes
Travel regularly across APAC, Occasional travel to United States
What They're Looking For.
Must Have
8+ years partnerships experience, 8+ years cloud alliances experience, 8+ years ecosystem sales experience, 8+ years business development experience, 8+ years consulting partnerships experience, 8+ years GTM roles experience, Experience building hyperscaler-alliance motions, Experience scaling hyperscaler-alliance motions, Experience with AWS ecosystem, Experience with AWS regional teams, Experience with AWS country teams, Experience with AWS ACE, Experience with AWS Marketplace, Experience with AWS partner programs, Experience with AWS funding models, Experience with AWS co-sell workflows, Experience with global systems integrators, Experience with regional systems integrators, Experience with consulting firms, Experience driving partner-sourced opportunities, Experience driving customer wins, Experience driving repeatable solutions, Experience supporting enterprise opportunities, Experience leading joint account planning, Experience leading complex co-sell motions, Comfort engaging C-Suite, Comfort engaging cloud leaders, Comfort engaging practice heads, Comfort engaging senior business stakeholders, Experience building scalable partner programs, Experience building operating cadences, Experience building enablement strategies, Experience building sales plays, Experience building field motions, Technical fluency, Cloud credibility, Commercial judgement, Experience leading contracting processes, Experience supporting contracting processes, Experience navigating matrixed organisations, Experience aligning stakeholders without authority, Ability to operate with high ownership, Ability to operate in ambiguous environments, Ability to operate in fast-moving environments
Nice to Have
Significant experience building hyperscaler-alliance motions, Significant experience scaling hyperscaler-alliance motions, Experience with AWS ACE, Experience with AWS Marketplace, Experience with AWS partner programs, Experience with AWS funding models, Experience with AWS co-sell workflows, Experience with global systems integrators, Experience with regional systems integrators, Experience with consulting firms, Experience supporting complex enterprise opportunities, Experience with cloud modernisation, Experience with AI transformation, Experience with data platforms, Experience with large-scale technical implementations, Experience leading joint account planning, Experience leading complex co-sell motions, Comfort engaging C-Suite, Comfort engaging cloud leaders, Comfort engaging practice heads, Comfort engaging senior business stakeholders, Experience building scalable partner programs, Experience building operating cadences, Experience building enablement strategies, Experience building sales plays, Experience building field motions, Technical fluency, Cloud credibility, Commercial judgement, Experience leading contracting processes, Experience supporting contracting processes, Experience navigating matrixed organisations, Experience aligning stakeholders without authority, Demonstrated ability to operate with high ownership, Demonstrated ability to operate in ambiguous environments, Demonstrated ability to operate in fast-moving environments
What You'll Do.
Shape APAC AWS alliance strategy
Execute APAC AWS alliance strategy
Develop country-level strategies
Drive joint account planning
Coordinate AWS-related opportunities
Operationally manage cross-market initiatives
Build regional GTM strategy
Own regional AWS alliance relationship
Coordinate with AWS country teams
Build trusted relationships with AWS leaders
Build trusted relationships with AWS sales teams
Build trusted relationships with AWS technical teams
Build trusted relationships with cloud architects
Build trusted relationships with industry leaders
Build trusted relationships with delivery stakeholders
Develop joint account plans
Drive co-sell execution
Identify AWS-related opportunities
Shape AWS-related opportunities
Accelerate AWS-related opportunities
Identify customer engagements
Shape customer engagements
Accelerate customer engagements
Mobilise AWS-focused practices
Help partners develop OpenAI offerings
Help partners develop reference architectures
Help partners develop delivery methodologies
Help partners develop GTM motions
Drive operating discipline
Build AWS governance model
Run AWS governance model
Develop scalable sales plays
Develop enablement materials
Develop field communications
Develop engagement strategies
Aggregate feedback from AWS stakeholders
Aggregate feedback from services partners
Aggregate feedback from customers
Aggregate feedback from country teams
Translate feedback into recommendations
Coordinate with Marketing on launches
Coordinate with Marketing on campaigns
Coordinate with Marketing on enablement
Coordinate with Marketing on events
Represent OpenAI in conversations
Travel regularly across APAC
Travel occasionally to United States
How You'll Work.
Team & Collaboration
GTM Partnerships team; Sales teams; Technical Success teams; Product teams; Marketing teams; Operations teams; Leadership teams; AWS regional teams; AWS country teams; AWS SI practices; Cloud architects; Field sellers; Delivery leaders; Local Partner Directors; OpenAI GTM teams; Services partners; Systems integrators; Consulting firms
Communication Scope
Executive presence; Field communications
Process & Methodology
Operating discipline, Pipeline tracking, Deal progression, Governance model, Milestone tracking, Escalation management
Full Job Description
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. We collaborate closely across Sales, Technical Success, Product, Marketing, Operations, and leadership teams to turn strategic partnerships into durable commercial outcomes. Within that ecosystem, AWS is one of OpenAI’s most strategic partners. Our opportunity extends beyond the direct alliance relationship: we aim to enable AWS teams and the surrounding services-partner ecosystem to build, deliver, and scale OpenAI-powered solutions on AWS infrastructure. Success requires close collaboration across AWS regional and country teams, AWS-focused SI practices, cloud architects, field sellers, delivery leaders, local OpenAI Partner Directors, and OpenAI GTM teams. It requires strong operating discipline, scalable co-sell execution, and the ability to translate a strategic alliance into measurable customer outcomes. About the Role We are hiring a Partner Director to shape and execute OpenAI’s AWS alliance partnership across APAC. This person will own the direct regional relationship with AWS while mobilising AWS country teams and the broader services-partner ecosystem around high-value customer opportunities. This is a hands-on individual-contributor role operating through influence across APAC. You will work alongside local OpenAI Partner Directors to develop country-level strategies, drive joint account planning, coordinate AWS-related opportunities, and operationally manage selected cross-market initiatives. You will build and own the regional GTM strategy with AWS, translating the alliance into repeatable OpenAI and AWS solutions, field playbooks, governance structures, and co-sell motions that can be adopted across APAC markets. The right candidate combines alliance leadership with a builder’s mindset and the ability to move comfortably between executive engageme
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