Alongside GTM and Product, lead OpenAI’s work with major cloud providers, helping inform product, engineering, and launch priorities with cross-functional partners and driving the work to measurable results.
Shape the partnership operating plan for assigned cloud provider relationship: product priorities, roadmap alignment, launch milestones, partner dependencies, customer feedback loops & measures of adoption and impact.
Partner closely with GTM leadership, supporting business targets and overall plan.
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.
Drive launch readiness with cloud providers, ensuring cross-functional execution and engagement across Product, Eng. and GTM workstreams.
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, launch readiness, business updates, escalations, and follow-through on decisions.
Build simple playbooks and metrics that help OpenAI manage cloud partnerships well as the work scales.

12+ years of experience in business development, partnerships, product 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, legal, finance, policy, partner teams, and GTM stakeholders involved in launch execution.
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.

Medical, dental, and vision insurance for you and your family, with employer contributions to Health Savings Accounts
Pre-tax accounts for Health FSA, Dependent Care FSA, and commuter expenses (parking and transit)
401(k) retirement plan with employer match
Paid parental leave (up to 24 weeks for birth parents and 20 weeks for non-birthing parents), plus paid medical and caregiver leave (up to 8 weeks)
Paid time off: flexible PTO for exempt employees and up to 15 days annually for non-exempt employees
13+ paid company holidays, and multiple paid coordinated company office closures throughout the year for focus and recharge, plus paid sick or safe time (1 hour per 30 hours worked, or more, as required by applicable state or local law)
Mental health and wellness support
Employer-paid basic life and disability coverage
Annual learning and development stipend to fuel your professional growth
Daily meals in our offices, and meal delivery credits as eligible
Relocation support for eligible employees
Additional taxable fringe benefits, such as charitable donation matching and wellness stipends, may also be provided.

Partner Manager, Cloud Service Provider Partnerships

Key skills