OpenAI — AI research and deployment company. The B2B partnerships team shapes and executes OpenAI's most important collaborations across software vendors, technology platforms, and services partners.
Responsibilities
Identify and recruit partners across B2B segments for ecosystem programs and joint go-to-market opportunities.
Own day-to-day relationships across the partner portfolio, tailoring engagement to partner needs.
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, and lead selected high-touch strategic opportunities.
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 with program and product teams.
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.
Understanding of B2B business models, partner channels, and go-to-market. Experience with ISVs, technology platforms, services partners, or cloud marketplaces is a plus.
Strong business judgment and analytical skills.
Ability to work across Product, Engineering, Sales, Marketing, Legal, and Finance and drive progress without formal authority.
Generalist mindset, curiosity about AI, ability to learn new products and markets quickly.
Clear communication, sound negotiation skills, and reliable follow-through.