Partnerships Director, BCG EMEA

About the Team

OpenAI's GTM Partnerships team builds a strategic, global partner ecosystem to accelerate customer success, enable responsible enterprise AI adoption, and drive durable growth in support of OpenAI's mission.

About the Role

The Partner Director, BCG EMEA will lead OpenAI's partner business with BCG across the region. You will own the EMEA joint business plan, build executive alignment, and activate BCG and OpenAI field teams to generate qualified pipeline, win strategic opportunities, and drive successful production adoption.

Responsibilities

• Own the EMEA partnership with BCG, including regional strategy, executive alignment, joint planning, pipeline growth, customer outcomes, delivery quality, and long-term expansion, in alignment with the global alliance.
• Develop and execute an EMEA joint business plan with clear account and industry priorities, investments, decision rights, milestones, and measures of success.
• Build trusted relationships with BCG's EMEA leadership, industry and functional leaders, alliance teams, client account leaders, sales organizations, architects, and delivery leaders, while staying aligned with global stakeholders.
• Translate executive priorities into repeatable field execution spanning account mapping, opportunity qualification, co-selling, solution development, technical engagement, delivery handoffs, and escalation.
• Shape joint solutions and industry plays that combine OpenAI products and capabilities with BCG's consulting, technology, data, security, governance, and delivery strengths.
• Lead joint account planning and strategic customer pursuits with BCG and OpenAI field teams across EMEA, with particular focus on complex and regulated enterprises.
• Create a clear engagement model for OpenAI sellers and technical teams, including when to involve BCG, how opportunities are qualified, who owns each step, and how channel conflict is resolved.
• Partner with Product, Engineering, Solutions, Security, Legal, Finance, and Commercial teams to support complex customer engagements and remove technical, contractual, compliance, and operational blockers.
• Build BCG's EMEA field and delivery readiness through executive sponsorship, sales enablement, technical training, reusable solution patterns, and disciplined delivery handoffs.
• Establish regional governance across executive business reviews, pipeline inspection, forecasting, milestone tracking, performance reporting, and escalation, connected to the global alliance operating model.
• Set and monitor EMEA partnership KPIs, including qualified pipeline, conversion, production adoption, customer value, partner readiness, delivery quality, and return on OpenAI investment.
• Prioritise OpenAI resources for EMEA opportunities with the greatest strategic value, commercial potential, customer impact, delivery readiness, and repeatability.
• Represent OpenAI in senior partner, customer, and industry engagements with clarity, sound judgment, and strong executive presence.
• Build the regional operating model and identify the team capacity needed to scale the BCG partnership across EMEA.

Requirements

• Significant experience leading strategic alliances, GSI, or advisory partnerships, ecosystem sales, business development, or enterprise go-to-market programs in AI, cloud, data, SaaS, or enterprise technology.
• Direct experience working with BCG and deep familiarity with its EMEA organization, incentives, decision-making networks, commercial model, industry and functional practices, and enterprise delivery motions.
• A proven record of leading a multi-year partnership or regional alliance business with measurable pipeline, revenue, adoption, deployment, or customer outcomes.
• Experience designing and scaling joint operating models across large, matrixed organisations, including governance, account planning, incentives, staffing, delivery handoffs, and escalation.
• Demonstrated success shaping and advancing complex C-suite enterprise transformation opportunities from strategy through production deployment.
• Strong executive presence and the ability to build credibility with senior BCG and customer leaders while remaining close to operating details.
• Commercial judgment and experience prioritizing investments, qualifying opportunities, managing forecasts, and making clear tradeoffs.
• Technical fluency across enterprise AI, cloud environments, data platforms, security, governance, risk, and modern application architectures.
• Strong cross-functional leadership and the ability to align Sales, Solutions, Product, Engineering, Security, Legal, Finance, Marketing, and Operations without direct authority.
• Experience building partner enablement, joint solutions, industry plays, and scalable field engagement models across EMEA.
• Comfort operating in ambiguity and creating structure, accountability, and momentum in a rapidly evolving market.
• Excellent written and verbal communication, negotiation, and executive presentation skills.
• A builder mindset, high ownership, low ego, and a consistent focus on customer value and responsible AI adoption.