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About the Role
As a B2B Ecosystem Partnerships Lead focused on Partner Growth, you will own the onboarding, activation, and growth of a partner portfolio across OpenAI’s expanding ecosystem programs. This is a hands-on individual contributor role centered on partner management, joint go-to-market execution, and commercial growth.
Responsibilities
- Identify and recruit partners across B2B segments for ecosystem programs and joint go-to-market opportunities.
- Own day-to-day relationships across your partner portfolio, tailoring engagement to partner needs and opportunity.
- Develop practical business and account plans with partners and Sales, with clear use cases, target customers, owners, milestones, and adoption and commercial goals.
- Negotiate product and commercial agreements with Legal, Finance, and Product.
- Guide partners through program onboarding, technical evaluation, integration, and activation.
- Execute co-selling, joint marketing, and marketplace opportunities with account teams.
- Run regular partner reviews, identify inactive or stalled partners, and execute growth plans.
- Track onboarding completion, time to activation, active partners, product usage, pipeline contribution, and commercial results.
- Improve onboarding materials, enablement, and partner engagement practices.
Requirements
- 8+ years of experience in partnerships, business development, partner or account management, enterprise sales, or related commercial roles in technology.
- Experience managing and growing a portfolio of B2B partners or accounts, with measurable results in onboarding, adoption, retention, or commercial expansion.
- An understanding of B2B business models, partner channels, and how companies bring products and services to market.
- Strong business judgment and analytical skills: you can assess partner economics, prioritize a portfolio, and build repeatable processes that help more partners succeed.
- Ability to work across Product, Engineering, Sales, Marketing, Legal, and Finance, build trust with partner teams, and drive progress without formal authority.
- A generalist mindset, curiosity about AI, and the ability to learn new products and markets quickly.
- Clear communication, sound negotiation skills, and reliable follow-through.
Skills
- ISVs
- technology platforms
- services partners
- cloud marketplaces
- AI
Experience Level
- 8+ years
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.
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.
- We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made via this link.
- OpenAI Global Applicant Privacy Policy