OpenAI
AI
PartnerDirector-AWSAlliancePartnership,APAC
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“Partner Director - AWS Alliance Partnership, APAC at OpenAI. Skills: AWS Alliance Partnership, APAC GTM Strategy, Partner Ecosystem Development, Revenue Generation. 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; Drive measurable customer outcomes; Drive partner-sourced opportunities; Drive customer wins; Drive repeatable solutions
Industry & Context.
Translate concepts into value
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
Translate alliance into solutions
Develop field playbooks
Establish governance structures
Develop co-sell motions
Adopt motions across APAC
Build trusted relationships
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 offerings
Help partners develop architectures
Help partners develop methodologies
Help partners develop GTM motions
Drive operating discipline
Manage deal progression
Build AWS governance model
Run AWS governance model
Conduct pipeline reviews
Conduct operating cadences
Conduct executive business reviews
Develop scalable sales plays
Develop enablement materials
Develop field communications
Develop engagement strategies
Translate feedback into recommendations
Coordinate Marketing on launches
Coordinate Marketing on campaigns
Coordinate Marketing on enablement
Coordinate Marketing on events
Travel regularly across APAC
Travel occasionally to United States
How You'll Work.
Team & Collaboration
AWS country teams; AWS alliance leaders; AWS sales teams; AWS technical teams; AWS cloud architects; AWS industry leaders; AWS delivery stakeholders; OpenAI Partner Directors; OpenAI GTM teams; Services partners; SI practices; Product teams; Marketing teams; Operations teams; Leadership teams; Sales teams; Technical Success teams
Communication Scope
Executive engagement; Field communications; Executive presence
Process & Methodology
Operating discipline, Pipeline tracking, 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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