Partner Manager, Cloud Service Provider Partnerships

About the Team We are a small and fast-moving partnerships team that shapes and executes all aspects of collaboration with the largest partners. Your mission is to build, scale, and manage strategic partnerships to help advance OpenAI’s priorities. You will help manage and execute partnerships that accelerate adoption, unlock new capabilities, and extend OpenAI’s platform across key industries and use cases.

About the Role In this role, you will manage OpenAI’s relationships with major cloud service providers (CSPs) to help scale our models' availability and use. These partnerships have huge customer and business impact: broader model access, faster launches, clearer buying paths, and stronger adoption by enterprises and developers. You’ll build and lead the partnerships day to day: ensuring strong delivery with Research, Product, Engineering, Marketing and GTM; aligning internal executives and cross-functional leaders; and owning prominent external relationships.

Success in this role means owning important business outcomes by closing high-quality partnerships and turning agreements into reliable launches, strong user experiences, and sustained impact. You are a product-focused, high judgment senior operator with a record of getting complex partnerships over the line. You know how cloud providers work, how their sales and marketplace channels reach customers, and how technical and commercial decisions affect adoption.

You move fast, can context-switch easily, and can motivate both external executives and internal teams. You set clear priorities, run tight execution, and deliver results. Key Responsibilities: - Lead OpenAI’s work with major cloud providers, setting priorities with product, engineering, sales, finance, legal, policy, and marketing and driving the work to measurable results.

• Own the business plan for each cloud provider relationship: where we should show up, which customers and use cases matter most, and how the partnership should grow usage, revenue, and reach. - Make it easier for customers to use OpenAI models through their cloud provider by coordinating work across APIs, model serving, security, compliance, identity, billing, reliability, and support. - Build practical sales and launch plans with cloud providers, including marketplace listings, private offers, field training, customer targets, joint marketing, and clear paths for teams to work together.
• Bring customer and partner feedback back to OpenAI so product, engineering, and leadership understand what is needed to make cloud distribution successful. - Run senior partner meetings and operating reviews, including roadmap reviews, business updates, joint planning, escalations, and follow-through on decisions. - Build simple playbooks and metrics that help OpenAI manage cloud partnerships well as the work scales.

Qualifications: - 12+ years of experience in business development, partnerships, product, sales strategy, or similar roles in cloud infrastructure, AI platforms, developer platforms, or enterprise software. - Experience owning important relationships with major cloud providers, cloud marketplaces, platform partners, or other complex enterprise technology partners. - Clear understanding of how cloud providers sell and operate, including marketplaces, private offers, consumption-based revenue, sales incentives, partner programs, cloud commitments, and enterprise procurement.

• Enough technical fluency to work credibly with product and engineering teams on APIs, model serving, security, compliance, identity, networking, reliability, and support. - Strong cross-functional leadership; able to translate between executives, product and engineering teams, enterprise sales, legal, finance, policy, marketing, and partner teams. - Strong commercial judgment and comfort making decisions with incomplete information.
• Excellent communication and relationship-building skills, with the presence to work with senior leaders inside OpenAI and at cloud providers. - Experience working inside or closely with a major cloud provider, AI infrastructure company, developer platform, or high-growth enterprise technology company is strongly preferred. 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 https://cdn.openai.com/policies/eeo-policy-statement.pdf. 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.

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