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About the Role

OpenAI’s GTM Partnerships team builds a strategic, global partner ecosystem to accelerate customer success, enable responsible enterprise AI adoption, and drive durable growth. This role will lead OpenAI’s global partnership with PwC, creating the strategy, operating model, and field motions needed to turn that relationship into repeatable customer and commercial impact. This is a strategic and hands-on leadership role requiring a strong understanding of how a large, matrixed professional-services organization operates, commercial discipline, technical fluency, and the ability to align teams without relying on formal authority.

Responsibilities

Own the global PwC relationship, including alliance strategy, executive alignment, joint planning, pipeline growth, customer outcomes, delivery quality, and long-term expansion.
Develop and execute a joint business plan with clear priorities, investments, decision rights, milestones, and measures of success.
Build trusted relationships across PwC’s global and regional leadership, industry and functional practices, alliance teams, client partners, sales organizations, architects, and delivery leaders.
Translate executive commitments into repeatable field motions spanning account mapping, opportunity qualification, co-selling, solution development, technical engagement, delivery handoffs, and escalation.
Shape joint propositions and transformation plays that combine OpenAI products and capabilities with PwC’s industry, advisory, technology, data, security, risk, governance, and delivery strengths.
Lead joint account planning and strategic customer pursuits with PwC and OpenAI field teams, with particular focus on complex and regulated enterprises.
Create a clear engagement model for OpenAI sellers and technical teams, including when to involve PwC, how opportunities are qualified, who owns each step, and how channel conflict is resolved.
Partner with Product, Engineering, Solutions, Security, Legal, Finance, and Commercial teams to support complex customer engagements and remove technical, contractual, compliance, and operational blockers.
Build PwC capability through executive sponsorship, field enablement, technical readiness, reusable solution patterns, and disciplined delivery handoffs.
Establish governance across executive business reviews, pipeline inspection, forecasting, milestone tracking, performance reporting, and escalation management.
Set and monitor partnership KPIs, including qualified pipeline, conversion, production adoption, customer value, partner readiness, delivery quality, and return on OpenAI investment.
Allocate scarce OpenAI resources toward opportunities with the greatest strategic value, commercial potential, customer impact, delivery readiness, and repeatability.
Represent OpenAI in senior partner, customer, and industry engagements with clarity, sound judgment, and strong executive presence.
Build the operating model and team capacity required to scale the PwC alliance over time.

Requirements

Significant experience leading strategic alliances, GSI or advisory partnerships, ecosystem sales, business development, or enterprise go-to-market programs in AI, cloud, data, SaaS, or enterprise technology.
Direct experience working with PwC and deep familiarity with its organizational model, incentives, decision-making networks, partner economics, industry and functional practices, and enterprise delivery motions.
A proven record of owning a global, multi-year partnership with measurable pipeline, revenue, adoption, deployment, or customer outcomes.
Experience designing and scaling joint operating models across large, matrixed organizations, including governance, account planning, incentives, staffing, delivery handoffs, and escalation.
Demonstrated success shaping and advancing complex C-suite enterprise transformation opportunities from strategy through production deployment.
Strong executive presence and the ability to build credibility with senior PwC and customer leaders while remaining close to operating details.
Commercial judgment and experience prioritizing investments, qualifying opportunities, managing forecasts, and making clear tradeoffs.
Technical fluency across enterprise AI, cloud environments, data platforms, security, governance, risk, and modern application architectures.
Strong cross-functional leadership and the ability to align Sales, Solutions, Product, Engineering, Security, Legal, Finance, Marketing, and Operations without direct authority.
Experience building partner enablement, joint solutions, industry plays, and scalable field engagement models.
Comfort operating in ambiguity and creating structure, accountability, and momentum in a rapidly evolving market.
Excellent written and verbal communication, negotiation, and executive presentation skills.
A builder mindset, high ownership, low ego, and a consistent focus on customer value and responsible AI adoption.

Skills

AI
Cloud
Data
SaaS
Enterprise technology
PwC organizational model
PwC incentives
PwC decision-making networks
PwC partner economics
PwC industry and functional practices
PwC enterprise delivery motions
Global alliance management
Joint operating models
Governance
Account planning
Incentives
Staffing
Delivery handoffs
Escalation management
C-suite enterprise transformation
Executive presence
Commercial judgment
Investment prioritization
Opportunity qualification
Forecast management
Tradeoff analysis
Enterprise AI
Cloud environments
Data platforms
Security
Governance
Risk management
Modern application architectures
Cross-functional leadership
Partner enablement
Joint solutions
Industry plays
Field engagement models
Ambiguity navigation
Structure creation
Accountability establishment
Momentum building
Written communication
Verbal communication
Negotiation
Executive presentation

Location

San Francisco
New York City
Seattle

Work Type

Hybrid

Experience Level

Senior

About the Company

OpenAI's GTM Partnerships team builds a strategic, global partner ecosystem to accelerate customer success, enable responsible enterprise AI adoption, and drive durable growth in support of OpenAI’s mission.
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 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