Head of GTM Partnerships

Role Overview

• Assess the existing EMEA partner landscape and strategic opportunities.
• Launch a standardized operating model across strategic partners.
• Develop industry-specific partner motions and solution plays.
• Deliver measurable partner-driven revenue growth.
• Scale repeatable co-sell and co-delivery motions across the region.

Requirements

• Define and execute OpenAI's EMEA partnerships strategy, operating model, and business objectives.
• Build and manage a portfolio of strategic partnerships that accelerate enterprise adoption and customer success.
• Develop partner segmentation, investment frameworks, and governance models across the region.
• Establish OpenAI as the preferred AI platform partner among Europe's leading consulting firms, systems integrators, and advisory organizations.
• Identify emerging ecosystem opportunities and shape long-term regional partnership strategy.

Benefits

• 15+ years of experience in enterprise technology, cloud, AI, SaaS, consulting, business development, partnerships, or ecosystem leadership.
• Built and managed large-scale strategic alliance programs across multiple countries and markets.
• Owned significant partner-driven revenue outcomes and understand how ecosystems contribute to enterprise growth.
• Experience working closely with Global Systems Integrators, consulting firms, cloud providers, and enterprise customers.
• Comfortable operating with senior executives, including CEOs, Managing Partners, CIOs, CTOs, and business leaders.
• Led distributed teams across Europe and understand regional market dynamics, regulatory considerations, and cultural nuances.
• Experience supporting large-scale digital transformation, cloud transformation, data modernization, or AI initiatives.
• Track record of influencing cross-functional stakeholders without direct authority.
• Can engage credibly with both technical and business audiences.