Description
Job Description
About the Team
OpenAI's GTM Partnerships team builds a strategic, global partner ecosystem to accelerate customer success, support responsible enterprise AI adoption, and drive durable growth in support of OpenAI's mission.
About the Role
We are hiring a Partnerships Lead to lead our partner sales and development team for Northern EMEA. Reporting to the Head of GTM Partnerships, Europe, you will manage and develop a regional team, own the regional partner business, and work alongside OpenAI Sales leadership and strategic partners to generate pipeline, advance complex pursuits, and drive revenue and customer adoption.
Responsibilities
- Own the partner sales and development plan for your assigned region, Northern Europe, aligning team coverage, target accounts, partner priorities, sales plays, and execution milestones with regional Sales leadership
- Drive regional commercial outcomes across partner-sourced and partner-attached pipeline, bookings, production adoption, and expansion, with clear accountability for business performance
- Identify and develop new partner-led opportunities
- Lead account mapping and joint account planning with OpenAI sellers and partner teams
- Orchestrate complex co-sell pursuits
- Build trusted relationships with regional partner executives and field leaders
- Partner with Solutions Engineering, Customer Success, Product, and partner delivery teams
- Create repeatable field engagement models, partner enablement, sales plays, and escalation paths
- Establish disciplined pipeline reviews, forecasting, business reviews, and performance reporting
- Hire, manage, coach, and develop a high-performing regional partner sales and development team
Requirements
- Significant experience in enterprise sales, partner sales, strategic alliances, or business development within cloud, AI, SaaS, or enterprise technology
- A track record of owning regional or segment-level business outcomes and delivering measurable pipeline, revenue, and customer growth through partners
- Demonstrated direct people management experience in partner sales, enterprise sales, alliances, or a related GTM function
- Deep familiarity with cloud providers, global systems integrators, consulting firms, or technology partner ecosystems
- Experience creating opportunities and leading complex partnerships or customer engagements
- Strong enterprise sales fundamentals
- The ability to earn trust with Sales leaders, partner executives, technical teams, and peers
- Technical-commercial fluency
- Strong operational judgment and a builder mindset
- Clear communication, executive presence, self-awareness, and a collaborative approach to feedback and problem-solving
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