Partner Director, IBM North America

Skills

About the Role

You will own IBM co-sell execution across North America. You will translate global partnership strategy into a regional business plan, activate IBM and OpenAI account teams, orchestrate pursuits, build field readiness, set up governance, and track commercial targets.

Requirements

• Significant experience leading strategic alliances, GSI or advisory partnerships, ecosystem sales or enterprise go-to-market in AI, cloud, data, SaaS or enterprise technology
• Direct experience working with IBM and familiarity with its North America organization
• Proven record turning a strategic partnership into pipeline, closed business and production adoption
• Experience designing and scaling joint operating models in large matrixed organizations
• Success shaping complex C-suite enterprise transformation opportunities
• Strong executive presence
• Commercial judgment and forecasting experience
• Technical fluency across enterprise AI, cloud, data, integration, security and governance
• Cross-functional leadership without direct authority
• Excellent communication, negotiation and presentation skills

Responsibilities

• Own North America partner sales and GTM with IBM
• Develop and execute a North America joint business plan
• Build relationships across IBM Consulting, Technology, regional leadership and delivery leaders
• Translate executive priorities into repeatable field execution
• Shape joint solutions and industry plays
• Lead joint account planning and strategic customer pursuits
• Create an engagement model for OpenAI sellers and technical teams
• Partner with Product, Engineering, Solutions, Security, Legal, Finance and Commercial teams to remove blockers
• Build IBM field and delivery readiness
• Establish regional governance and forecasting
• Own and track North America commercial targets
• Align resource priorities with OpenAI sales and technical leaders
• Represent OpenAI in senior partner and customer engagements
• Build the regional operating model and identify team capacity needs

Benefits

• Equity
• Medical, dental, and vision insurance with HSA employer contributions
• Health FSA, Dependent Care FSA and commuter pre-tax accounts
• 401(k) with employer match
• Paid parental leave up to 24 weeks for birth parents and 20 weeks for non-birthing parents
• Paid medical and caregiver leave up to 8 weeks
• Flexible PTO for exempt employees
• 13+ paid company holidays and company office closures
• Paid sick or safe time
• Mental health and wellness support
• Employer-paid basic life and disability coverage
• Annual learning and development stipend
• Daily meals in offices and meal delivery credits
• Relocation support
• Charitable donation matching and wellness stipends