About the company
OpenAI's GTM Partnerships team builds a strategic global partner ecosystem designed to accelerate customer success, support secure AI adoption, and drive growth. AWS is one of OpenAI's most strategic partners.
About the role
We are hiring a Partner Director to shape and execute OpenAI's AWS alliance partnership in Japan. This is a hands-on individual-contributor role operating through influence in Japan, working alongside OpenAI's Japan Partner Director.
Responsibilities
- Jointly shape and execute the Japan AWS alliance strategy and annual operating plan
- Own the AWS Japan alliance relationship and coordinate with AWS Japan field teams
- Build trusted relationships with AWS alliance leaders, sales teams, technical teams, cloud architects, and delivery stakeholders
- Develop joint account plans and drive co-sell execution across AWS Japan, OpenAI Sales teams, and services partners
- Identify, shape, and accelerate qualified AWS-related opportunities and customer engagements
- Mobilize AWS-focused practices within systems integrators, consulting firms, and specialist services partners
- Help partners develop repeatable OpenAI offerings, reference architectures, delivery methodologies, and GTM motions
- Drive operating discipline across AWS ACE, Marketplace, partner programs, funding mechanisms, pipeline tracking, and deal-progression workflows
- Build and run the AWS governance model in Japan
- Develop scalable sales plays, enablement materials, and engagement strategies
- Coordinate with Marketing on AWS-related launches, campaigns, and events
Requirements
- Direct AWS alliance experience required
- Detailed knowledge of APN onboarding, ACE, AWS Marketplace, funding models, and AWS co-sell workflows
- 8+ years of experience in partnerships, cloud alliances, ecosystem sales, business development, consulting partnerships, or related GTM roles within SaaS, cloud, AI, or platform businesses
- Significant experience building and scaling hyperscaler-alliance motions in Japan
- Established relationships across the AWS Japan alliance, sales, and technical organizations
- Experience working with global and regional systems integrators and consulting firms with substantial AWS cloud practices
- A proven record of driving measurable partner-sourced opportunities, customer wins, and repeatable solutions
- Experience supporting complex enterprise opportunities involving cloud modernization, AI transformation, data platforms, or large-scale technical implementations
- Strong technical fluency and cloud credibility
- Strong commercial judgement and experience leading or supporting contracting processes
Conditions
- Travel regularly within Japan, with occasional travel to the United States