Partner Manager, Cloud Service Provider Partnerships

About the Team We are a small and fast-moving partnerships team that shapes and executes all aspects of collaboration with the largest partners. Your mission is to build, scale, and manage strategic partnerships to help advance OpenAI’s priorities. You will help manage and execute partnerships that accelerate adoption, unlock new capabilities, and extend OpenAI’s platform across key industries and use cases. About the Role In this role, you will manage OpenAI’s relationships with major cloud service providers (CSPs) to help scale our models' availability and use. These partnerships have huge customer and business impact: broader model access, faster launches, clearer buying paths, and stronger adoption by enterprises and developers. You’ll build and lead the partnerships day to day: ensuring strong delivery with Research, Product, and Engineering, and coordinating with GTM and Marketing where needed for launch readiness; aligning internal executives and cross-functional leaders; and owning prominent external relationships. Success in this role means contributing to important business outcomes by turning agreements into reliable launches, strong user experiences, and sustained impact. You are a product-focused, high judgment senior operator with a record of getting complex partnerships over the line. You understand how cloud providers work, including the product, marketplace, procurement, and launch paths that shape customer adoption. You move fast, can context-switch easily, and can motivate both external executives and internal teams. You set clear priorities, run tight execution, and deliver results. Key Responsibilities: - Alongside GTM and Product, lead OpenAI’s work with major cloud providers, helping inform product, engineering, and launch priorities with cross-functional partners and driving the work to measurable results. - Shape the partnership operating plan for assigned cloud provider relationship: product priorities, roadmap alignment, launch milestones, partner dependencies, customer feedback loops & measures of adoption and impact. - Partner closely with GTM leadership, supporting business targets and overall plan. - Make it easier for customers to use OpenAI models through their cloud provider by coordinating work across APIs, model serving, security, compliance, identity, billing, reliability, and support. - Drive launch readiness with cloud providers, ensuring cross-functional execution and engagement across Product, Eng. and GTM workstreams. - Bring customer and partner feedback back to OpenAI so product, engineering, and leadership understand what is needed to make cloud distribution successful. - Run senior partner meetings and operating reviews, including roadmap reviews, launch readiness, business updates, escalations, and follow-through on decisions. - Build simple playbooks and metrics that help OpenAI manage cloud partnerships well as the work scales. Qualifications: - 12+ years of experience in business development, partnerships, product strategy, or similar roles in cloud infrastructure, AI platforms, developer platforms, or enterprise software. - Experience owning important relationships with major cloud providers, cloud marketplaces, platform partners, or other complex enterprise technology partners. - Clear understanding of how cloud providers sell and operate, including marketplaces, private offers, consumption-based revenue, sales incentives, partner programs, cloud commitments, and enterprise procurement. - Enough technical fluency to work credibly with product and engineering teams on APIs, model serving, security, compliance, identity, networking, reliability, and support. - Strong cross-functional leadership; able to translate between executives, product and engineering teams, legal, finance, policy, partner teams, and GTM stakeholders involved in launch execution. - Strong commercial judgment and comfort making decisions with incomplete information. - Excellent communication and relationshi