OpenAI
Artificial Intelligence
PartnerPrograms
Neural analysis suggests this role is
optimal for Senior candidates.
“Partner Programs at OpenAI. Skills: Partner Programs Strategy, Global Partner Programs, Ecosystem Development, GTM Strategy, Program Design. Design and evolve OpenAI’s global partner program framework, including partnership tiers, competencies, benefits, incentives, and engagement models. Define differentiated partner value propositions across partner segments such as GSIs, advisory firms, resellers, ISVs, cloud providers, and regional ecosystem partners”
What You'll Achieve.
Establish a clear, scalable, and differentiated partner program structure aligned to OpenAI’s evolving GTM strategy; Define the frameworks that govern how partners engage, grow, and create value alongside OpenAI; Create the strategic architecture required to support ecosystem expansion across multiple partner motions and geographies; Standardize partner expectations, benefits, competencies, and progression paths; Ensure partners understand how to deepen engagement with OpenAI and how success is measured; Build transparency and consistency across partner-facing program experiences; Develop incentive structures and enablement programs that encourage deeper technical investment, co-selling, and customer impact; Increase partner activation, retention, and long-term ecosystem participation; Create strategic frameworks that help OpenAI scale through partners while maintaining quality and alignment; Design programs that can support increasing ecosystem complexity, international expansion, and evolving product offerings; Build foundational structures that support future specializations, certifications, competencies, and advanced partner tracks; Ensure the partner program evolves alongside OpenAI’s rapidly changing business and product landscape
Industry & Context.
Strategic thinking; Ability to translate ambiguous business goals into scalable program strategies
Hybrid work model of 3 days in the office per week, Relocation assistance to new employees
What They're Looking For.
Must Have
8+ years of experience in partner strategy, partner programs, alliances, ecosystem development, or GTM strategy at a high-growth technology company, Deep understanding of global partner ecosystems, including GSIs, advisory firms, resellers, ISVs, hyperscalers, and channel programs, Experience designing and scaling partner program frameworks, including tiering structures, incentives, competencies, and partner lifecycle models, strategic thinking and business acumen, with the ability to translate ambiguous business goals into scalable program strategies, Experience building partner enablement and certification programs that drive measurable partner capability and growth, cross-functional leadership skills, with the ability to influence senior stakeholders and align teams around shared program goals, Ability to balance strategic vision with practical execution in a fast-moving and evolving environment, Excellent communication and stakeholder management skills, including executive-level presentations and program storytelling, Experience working with global GTM organizations and navigating complex organizational structures, Familiarity with SaaS, cloud, platform, or AI ecosystem business models, Understanding of the AI landscape and how AI solutions create value for customers and partners
Nice to Have
Kubernetes a plus
What You'll Do.
Design and evolve OpenAI’s global partner program framework
including partnership tiers
and engagement models
Define differentiated partner value propositions across partner segments such as GSIs
and regional ecosystem partners
Develop strategic partner incentives and growth frameworks
and performance recognition programs
Create scalable partner enablement and training strategies that help partners build technical
and delivery capabilities around OpenAI products and solutions
Partner with GTM leadership to define partner program KPIs
and strategic go-to-market objectives
Drive cross-functional alignment across Partnerships
and Systems teams to operationalize new program initiatives
Shape program governance and lifecycle strategies
including partner onboarding frameworks
and performance expectations
Lead strategic initiatives that improve partner engagement
and long-term program scalability
Conduct ecosystem analysis and market benchmarking to continuously evolve OpenAI’s partner strategy and competitive positioning
Help define the long-term vision for how OpenAI builds and scales a world-class AI partner ecosystem
How You'll Work.
Team & Collaboration
Collaborate closely with Partnerships leadership, Revenue Operations, Marketing, Finance, Enablement, Legal, and Systems teams; Drive cross-functional alignment across Partnerships, Marketing, Product, Finance, Revenue Operations, Legal, and Systems teams; Partner with GTM leadership; Work cross-functionally across Sales, Product, Marketing, Operations, Finance, and Technical Success
Communication Scope
Excellent communication and stakeholder management skills; Executive-level presentations; Program storytelling
Process & Methodology
Program design, Strategic initiatives leadership, Operationalization of new program initiatives
Full Job Description
ABOUT THE TEAM OpenAI’s mission is to build safe artificial general intelligence (AGI) that benefits all of humanity. This long-term undertaking brings the world’s best scientists, engineers, and business professionals together to advance AI responsibly and ensure its benefits are broadly shared. OpenAI’s Go-To-Market (GTM) Partnerships team builds and scales a global ecosystem of strategic partners that accelerate AI adoption, expand customer impact, and extend OpenAI’s reach across industries and geographies. We work cross-functionally across Sales, Product, Marketing, Operations, Finance, and Technical Success to create programs and frameworks that enable partners to succeed while supporting OpenAI’s broader mission. ABOUT THE ROLE We are looking for a strategic and builder-oriented leader to help define and evolve OpenAI’s global Partner Programs strategy. This role will sit at the center of how OpenAI structures, scales, and enables its partner ecosystem across advisory firms, global systems integrators, resellers, hyperscalers, ISVs, and emerging partner motions. As part of the Partner Strategy, Operations & Programs organization, you will own the strategic framework of the partner program itself — including tiering, incentives, enablement, governance, and partner value propositions. You will help shape how partners engage with OpenAI, what benefits they receive, how success is measured, and how we create mutually beneficial growth across the ecosystem. This role is highly cross-functional and requires strong strategic thinking, program design experience, and the ability to align diverse stakeholders around scalable partner frameworks. You’ll collaborate closely with Partnerships leadership, Revenue Operations, Marketing, Finance, Enablement, Legal, and Systems teams to ensure the program evolves in a way that is both strategically differentiated and operationally scalable. This is not a partner operations role focused on program administration, deal processin
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