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 processing, PRM tooling, or compliance execution. Instead, this role is focused on defining the strategic structure, incentives, and long-term evolution of OpenAI’s partner ecosystem.
In this role, you will:
- 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
- Develop strategic partner incentives and growth frameworks, including discounts, co-sell motions, enablement pathways, certifications, and performance recognition programs
- Create scalable partner enablement and training strategies that help partners build technical, sales, and delivery capabilities around OpenAI products and solutions
- Partner with GTM leadership to define partner program KPIs, success metrics, and strategic go-to-market objectives
- Drive cross-functional alignment across Partnerships, Marketing, Product, Finance, Revenue Operations, Legal, and Systems teams to operationalize new program initiatives
- Shape program governance and lifecycle strategies, including partner onboarding frameworks, progression criteria, renewals, and performance expectations
- Lead strategic initiatives that improve partner engagement, partner satisfaction, ecosystem growth, 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
You might thrive in this role if you 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
- Strong 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
- Strong 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
Workplace & Location
This role is based in San Francisco. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees.
What this role will accomplish
Build the strategic foundation for OpenAI’s partner ecosystem
- 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
Create clarity and consistency across the partner journey
- 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
Drive ecosystem growth and partner engagement
- 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
Enable scalable partner readiness for future growth
- 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
Who this role will work closely with
Partnerships Leadership
- Partner Directors and ecosystem leaders to align program strategy with field and partner needs
- GTM Partnerships leadership on ecosystem priorities, growth strategy, and program evolution
GTM & Revenue Organizations
- Sales and Revenue Operations to align partner motions with broader GTM execution
- Marketing to develop co-marketing frameworks, partner campaigns, and ecosystem positioning
- GTM Planning and Strategic Finance to shape incentive models, investment strategies, and partner performance metrics
Enablement & Product Teams
- Technical Success and Enablement teams to build scalable training, certification, and partner readiness programs
- Product and Product Marketing teams to align partner competencies with OpenAI product strategy and launches
Systems & Operations Partners
- Partner Operations and Systems teams to translate strategic program requirements into scalable operational workflows and tooling
- Legal and Compliance teams to support governance structures and partner policy alignment
Selling points: Why someone would want this role
- Opportunity to define and shape one of the most important AI partner ecosystems in the industry
- High visibility role with direct influence on OpenAI’s GTM and ecosystem strategy
- Greenfield environment with the ability to build foundational partner frameworks from the ground up
- Strategic and highly cross-functional role spanning partnerships, GTM, enablement, marketing, finance, and product
- Ability to influence how AI partnerships evolve across global markets and industries
- Work on category-defining ecosystem challenges in one of the fastest-moving technology environments in the world
- Blend of strategy, program design, ecosystem development, and business transformation
- Direct connection between your work and measurable ecosystem growth, partner success, and customer impact
Compensation Range: $239K - $265K USD
About OpenAI
OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity. We push the boundaries of the capabilities of AI systems and seek to safely deploy them to the world through our products. AI is an extremely powerful tool that must be created with safety and human needs at its core, and to achieve our mission, we must encompass and value the many different perspectives, voices, and experiences that form the full spectrum of humanity.
We are an equal opportunity employer, and we do not discriminate on the basis of race, religion, color, national origin, sex, sexual orientation, age, veteran status, disability, genetic information, or other applicable legally protected characteristic.
For additional information, please see OpenAI’s Affirmative Action and Equal Employment Opportunity Policy Statement.
Background checks for applicants will be administered in accordance with applicable law, and qualified applicants with arrest or conviction records will be considered for employment consistent with those laws, including the San Francisco Fair Chance Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act, for US-based candidates. For unincorporated Los Angeles County workers: we reasonably believe that criminal history may have a direct, adverse and negative relationship with the following job duties, potentially resulting in the withdrawal of a conditional offer of employment: protect computer hardware entrusted to you from theft, loss or damage; return all computer hardware in your possession (including the data contained therein) upon termination of employment or end of assignment; and maintain the confidentiality of proprietary, confidential, and non-public information. In addition, job duties require access to secure and protected information technology systems and related data security obligations.
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