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About the Role

OpenAI is seeking a Partner Director to lead and execute its AWS alliance partnership in Japan. This individual contributor role will manage the direct relationship with AWS Japan, mobilize AWS field teams and the partner ecosystem, and drive customer success through strategic alliances. The role involves developing Japan GTM strategies, managing joint account planning, coordinating opportunities, and overseeing cross-functional initiatives.

Responsibilities

Jointly shape and execute the Japan AWS alliance strategy and annual operating plan.
Own the AWS Japan alliance relationship and coordinate with AWS Japan field teams.
Build trusted relationships with AWS alliance leaders, sales teams, technical teams, cloud architects, industry leaders, and delivery stakeholders.
Develop joint account plans and drive co-sell execution across AWS Japan, OpenAI’s Japan Partner Director, OpenAI Sales teams, and services partners.
Identify, shape, and accelerate qualified AWS-related opportunities and customer engagements.
Mobilize AWS-focused practices within systems integrators, consulting firms, and specialist services partners.
Help partners develop repeatable OpenAI offerings, reference architectures, delivery methodologies, and GTM motions aligned with AWS infrastructure and services.
Drive operating discipline across AWS ACE, Marketplace, partner programs, funding mechanisms, pipeline tracking, partner attribution, and deal-progression workflows.
Build and run the AWS governance model in Japan, including pipeline reviews, operating cadences, executive business reviews, milestone tracking, and escalation management.
Develop scalable sales plays, enablement materials, field communications, and engagement strategies.
Lead or support contracting where appropriate.
Aggregate feedback from AWS stakeholders, services partners, customers, and OpenAI Japan GTM teams and translate it into recommendations for Product, Operations, Marketing, and GTM leadership.
Coordinate with Marketing on AWS-related launches, campaigns, enablement activities, and events.
Represent OpenAI with executive presence in AWS, partner, customer, and market-facing conversations.
Travel regularly within Japan, with occasional travel to the United States.

Requirements

Direct AWS alliance experience required.
Detailed knowledge of APN onboarding, ACE, AWS Marketplace, funding models, and AWS co-sell workflows required.
8+ years of experience in partnerships, cloud alliances, ecosystem sales, business development, consulting partnerships, or related GTM roles within SaaS, cloud, AI, or platform businesses.
Significant experience building and scaling hyperscaler-alliance motions in Japan.
Established relationships across the AWS Japan alliance, sales, and technical organizations.
Experience working with global and regional systems integrators and consulting firms with substantial AWS cloud practices.
A proven record of driving measurable partner-sourced opportunities, customer wins, and repeatable solutions through strategic partnerships.
Experience supporting complex enterprise opportunities involving cloud modernization, AI transformation, data platforms, or large-scale technical implementations.
Experience leading joint account planning and complex co-sell motions involving multiple internal and external stakeholders.
Comfort engaging C-Suite, cloud leaders, practice heads, and senior business stakeholders in commercially and technically informed conversations.
Experience building scalable partner programs, operating cadences, enablement strategies, sales plays, and field motions.
Strong technical fluency and cloud credibility, with enough depth to engage productively with architects, delivery teams, and technical decision-makers.
Strong commercial judgement and experience leading or supporting contracting processes.
Experience navigating highly matrixed organizations and aligning stakeholders without formal authority.
A demonstrated ability to operate with high ownership in ambiguous, fast-moving environments.

Skills

AWS alliance
APN onboarding
ACE
AWS Marketplace
funding models
AWS co-sell workflows
partnerships
cloud alliances
ecosystem sales
business development
consulting partnerships
GTM roles
SaaS
cloud
AI
platform businesses
hyperscaler-alliance motions
AWS Japan alliance
AWS Japan sales
AWS Japan technical organizations
systems integrators
consulting firms
AWS cloud practices
partner-sourced opportunities
customer wins
repeatable solutions
strategic partnerships
cloud modernization
AI transformation
data platforms
large-scale technical implementations
joint account planning
co-sell motions
C-Suite engagement
cloud leader engagement
practice head engagement
senior business stakeholder engagement
partner programs
operating cadences
enablement strategies
sales plays
field motions
technical fluency
cloud credibility
architect engagement
delivery team engagement
technical decision-maker engagement
commercial judgement
contracting processes
matrixed organization navigation
stakeholder alignment
high ownership
ambiguous environments
fast-moving environments
builder mindset
sales mindset
customer delivery focus
measurable outcomes focus
trust building
executive engagement
detailed execution
urgency
sound judgement
technical learning
cloud concepts
AI concepts
business value translation
AI
cloud transformation

Location

Japan
United States

Work Type

Individual contributor
Full-time

Experience Level

8+ years of experience in partnerships, cloud alliances, ecosystem sales, business development, consulting partnerships, or related GTM roles within SaaS, cloud, AI, or platform businesses.

About the Company

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.
At OpenAI, we believe artificial intelligence has the potential to help people solve immense global challenges, and we want the upside of AI to be widely shared.
Join us in shaping the future of technology.

Equal Opportunity

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.
To notify OpenAI that you believe this job posting is non-compliant, please submit a report through this form. No response will be provided to inquiries unrelated to job posting compliance.
We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made via this link.
OpenAI Global Applicant Privacy Policy