Partner Programs

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