Partner Director, Oracle North America
AI research and deployment company building and deploying frontier AI products, including ChatGPT, Codex, and its API platform.
Projects
About OpenAI
OpenAI’s mission is to ensure artificial general intelligence benefits all of humanity. It consists of the nonprofit OpenAI Foundation and OpenAI Group, a public benefit corporation governed by the Foundation.
Skills
Candidate Availability
Required and preferred rules are kept separate and reflect the wording in the original posting.
About the Role
You will lead OpenAI's partner business with Oracle across North America, aligned with the global Oracle alliance strategy. You will own the regional joint business plan, build executive alignment, and activate Oracle and OpenAI field teams to generate qualified pipeline, win strategic opportunities and drive production adoption. The role blends executive engagement, joint account planning, co-selling, solution and delivery alignment, enablement and governance.
Requirements
- Significant experience leading cloud alliances, technology partnerships, ecosystem sales, business development or enterprise GTM programs
- Direct experience with Oracle and familiarity with its North America cloud organization and OCI field teams
- Proven record leading a multi-year partnership or regional alliance business
- Experience designing joint operating models across matrixed organizations
- Success advancing complex C-suite transformation opportunities
- Strong executive presence
- Commercial judgment
- Technical fluency across enterprise AI, OCI, cloud architectures, data platforms, integration and security
- Cross-functional leadership without direct authority
- Experience building partner enablement, joint solutions and field engagement models
- Excellent communication, negotiation and presentation skills
Responsibilities
- Own the North America partnership with Oracle including strategy, joint planning, pipeline growth and expansion
- Develop and execute a North America joint business plan
- Build relationships with Oracle's North America cloud leadership, alliance, industry, account, architect and delivery teams
- Translate executive priorities into repeatable field execution
- Shape joint solutions and industry plays connecting OpenAI with OCI and Oracle capabilities
- Lead joint account planning and strategic pursuits focusing on complex and regulated enterprises
- Create an engagement model for sellers and technical teams including channel conflict resolution
- Coordinate cloud procurement and marketplace pathways
- Partner with Product, Engineering, Solutions, Security, Legal, Finance and Commercial teams to remove blockers
- Build Oracle field and technical readiness through enablement and training
- Establish regional governance, pipeline inspection, forecasting and escalation
- Set and monitor partnership KPIs
- Prioritize OpenAI resources for North America opportunities
- Represent OpenAI in senior engagements
- Build the regional operating model and identify team capacity needs
Benefits
- Equity
- Performance-related bonus
- Medical, dental and vision insurance with employer HSA contributions
- Pre-tax Health FSA, Dependent Care FSA and commuter accounts
- 401(k) with employer match
- Paid parental leave (up to 24 weeks birth parents, 20 weeks 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 for eligible employees
- Charitable donation matching and wellness stipends
