Description
We are seeking an experienced EMEA GTM Partnerships Lead to build and scale OpenAI's partner ecosystem across Europe. This leader will own OpenAI's regional partnerships strategy and execution, overseeing relationships with Global Systems Integrators (GSIs), consulting firms, regional systems integrators, advisory organizations, cloud ecosystem partners, and strategic services providers.
In this role, you will define and execute OpenAI's EMEA partnerships strategy, operating model, and business objectives. You will build and manage a portfolio of strategic partnerships that accelerate enterprise adoption and customer success. You will develop partner segmentation, investment frameworks, and governance models across the region.
You will establish OpenAI as the preferred AI platform partner among Europe's leading consulting firms, systems integrators, and advisory organizations. You will identify emerging ecosystem opportunities and shape long-term regional partnership strategy.
You will own partner-sourced, partner-influenced, and partner-delivered business outcomes across EMEA. You will partner closely with regional sales leadership to create scalable co-sell and co-delivery motions. You will develop repeatable industry and functional transformation offerings built on OpenAI products.
You will lead executive engagement for strategic enterprise opportunities and large-scale AI transformation programs. You will drive alignment between partner investments and regional growth priorities.
You will build and strengthen strategic relationships across Global Systems Integrators (GSIs), Regional Systems Integrators, Advisory and Consulting Firms, Cloud and Infrastructure Providers, Industry-Specific Solution Providers, and Managed Service Providers.
You will develop joint business plans and growth strategies with key partners. You will expand OpenAI's ecosystem reach across major European markets and industries. You will foster executive-level relationships that unlock new customer opportunities and market influence.
You will establish governance frameworks, operating rhythms, and performance management systems for the partner ecosystem. You will drive partner enablement, certifications, delivery standards, and accountability mechanisms.
You will allocate OpenAI's GTM, technical, and executive resources across the highest-impact opportunities. You will implement executive governance forums and escalation processes with strategic partners.
You will ensure consistent customer experiences and execution quality across the region.
You will recruit, develop, and lead a high-performing team of Partner Directors and Partner Managers across EMEA. You will build a culture centered on customer outcomes, accountability, operational rigor, and long-term ecosystem development.
You will coach leaders and create organizational structures that can scale alongside OpenAI's growth. You will foster strong collaboration across Sales, Success, Product, Marketing, Legal, and Operations.
To thrive in this role, you will have 15+ years of experience in enterprise technology, cloud, AI, SaaS, consulting, business development, partnerships, or ecosystem leadership. You will have built and managed large-scale strategic alliance programs across multiple countries and markets.
You will have owned significant partner-driven revenue outcomes and understand how ecosystems contribute to enterprise growth. You will have experience working closely with Global Systems Integrators, consulting firms, cloud providers, and enterprise customers.
You will be comfortable operating with senior executives, including CEOs, Managing Partners, CIOs, CTOs, and business leaders. You will have led distributed teams across Europe and understand regional market dynamics, regulatory considerations, and cultural nuances.
You will have experience supporting large-scale digital transformation, cloud transformation, data modernization, or AI initiatives. You will understand enterprise delivery models, consulting economics, and how services organizations drive technology adoption.
You will have a track record of influencing cross-functional stakeholders without direct authority. You will excel in ambiguous environments and can balance strategic thinking with operational execution.
You will engage credibly with both technical and business audiences.
Preferred qualifications include experience within AI, cloud infrastructure, enterprise software, cybersecurity, data platforms, or developer ecosystems. Experience leading partnerships or alliances at a hyperscaler, AI platform company, enterprise software provider, or consulting organization is also preferred.
Success in this role will be measured through a combination of commercial impact, customer outcomes, ecosystem development, and organizational effectiveness. Revenue growth, customer outcomes, ecosystem health, operational excellence, and organizational leadership will be key metrics.