Head of GTM Partnerships, EMEA

From the company's job description

ABOUT THE TEAM

OpenAI's GTM Partnerships team builds and scales a strategic global ecosystem of partners that accelerates customer success, enables responsible AI adoption, and drives sustainable growth in support of OpenAI's mission.

We work closely with Sales, Customer Success, Product, Marketing, Operations, Legal, and Executive Leadership to ensure our partners are aligned, enabled, and accountable for delivering meaningful customer outcomes. Our ecosystem spans global systems integrators, consulting firms, cloud providers, regional partners, managed service providers, and industry specialists that help organizations successfully deploy AI at scale.

As OpenAI's enterprise business continues to grow, partnerships are becoming an increasingly important lever for customer adoption, implementation, and long-term value creation.

ABOUT THE ROLE

Europe represents one of OpenAI's largest and fastest-growing enterprise markets. Organizations across the region are moving rapidly from experimentation to enterprise-wide AI transformation, creating significant demand for trusted partners who can help customers deploy, scale, and realize value from AI.

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.

This role will serve as the executive owner of OpenAI's EMEA GTM partner ecosystem and will be responsible for transforming partnerships into a force multiplier for OpenAI's sales, deployment, and customer success motions.

Success in this role will directly influence OpenAI's ability to accelerate enterprise adoption, drive revenue growth, improve deployment velocity, and establish OpenAI as the foundational AI platform for enterprises across Europe.

IN THIS ROLE, YOU WILL

PARTNER STRATEGY & ECOSYSTEM LEADERSHIP

• Define and execute OpenAI's EMEA GTM partnerships strategy, operating model, and business objectives.

• Build and manage a portfolio of strategic partnerships that accelerate enterprise adoption and customer success.

• Develop partner segmentation, investment frameworks, and governance models across the region.

• Establish OpenAI as the preferred AI platform partner among Europe's leading consulting firms, systems integrators, and advisory organizations.

• Identify emerging ecosystem opportunities and shape long-term regional partnership strategy.

REVENUE & GO-TO-MARKET LEADERSHIP

• Own partner-sourced, partner-influenced, and partner-delivered business outcomes across EMEA.

• Partner closely with regional sales leadership to create scalable co-sell and co-delivery motions.

• Develop repeatable industry and functional transformation offerings built on OpenAI products.

• Lead executive engagement for strategic enterprise opportunities and large-scale AI transformation programs.

• Drive alignment between partner investments and regional growth priorities.

ECOSYSTEM DEVELOPMENT

• 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
• Managed Service Providers

• Develop joint business plans and growth strategies with key partners.

• Expand OpenAI's ecosystem reach across major European markets and industries.

• Foster executive-level relationships that unlock new customer opportunities and market influence.

OPERATIONAL EXCELLENCE

• Establish governance frameworks, operating rhythms, and performance management systems for the partner ecosystem.

• Drive partner enablement, certifications, delivery standards, and accountability mechanisms.

• Allocate OpenAI's GTM, technical, and executive resources across the highest-impact opportunities.

• Implement executive governance forums and escalation processes with strategic partners.

• Ensure consistent customer experiences and execution quality across the region.

TEAM LEADERSHIP

• Recruit, develop, and lead a high-performing team of GTM Partner Directors across EMEA.

• Build a culture centered on customer outcomes, accountability, operational rigor, and long-term ecosystem development.

• Coach leaders and create organizational structures that can scale alongside OpenAI's growth.

• Foster strong collaboration across Sales, Success, Product, Marketing, Legal, and Operations.

YOU MIGHT THRIVE IN THIS ROLE IF YOU

• Have 15+ years of experience in enterprise technology, cloud, AI, SaaS, consulting, business development, partnerships, or ecosystem leadership.

• Have built and managed large-scale strategic alliance programs across multiple countries and markets.

• Have owned significant partner-driven revenue outcomes and understand how ecosystems contribute to enterprise growth.

• Have experience working closely with Global Systems Integrators, consulting firms, cloud providers, and enterprise customers.

• Are comfortable operating with senior executives, including CEOs, Managing Partners, CIOs, CTOs, and business leaders.

• Have led distributed teams across Europe and understand regional market dynamics, regulatory considerations, and cultural nuances.

• Have experience supporting large-scale digital transformation, cloud transformation, data modernization, or AI initiatives.

• Understand enterprise delivery models, consulting economics, and how services organizations drive technology adoption.

• Have a track record of influencing cross-functional stakeholders without direct authority.

• Excel in ambiguous environments and can balance strategic thinking with operational execution.

• Can engage credibly with both technical and business audiences.

PREFERRED QUALIFICATIONS

• 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.

• Experience carrying ecosystem-related revenue responsibility.

• Demonstrated success building and scaling regional partner organizations.

• Familiarity with enterprise AI adoption and transformation programs.

SUCCESS IN THIS ROLE

Success will be measured through a combination of commercial impact, customer outcomes, ecosystem development, and organizational effectiveness.

REVENUE GROWTH

• Partner-sourced pipeline

• Partner-influenced pipeline

• Partner-attributed bookings

• Strategic account expansion

CUSTOMER OUTCOMES

• Deployment velocity

• Time-to-production

• Customer adoption

• Customer retention and expansion

ECOSYSTEM HEALTH

• Active partner participation

• Certified practitioners

• Joint solution development

• Executive engagement levels

• Partner satisfaction

OPERATIONAL EXCELLENCE

• Forecast accuracy

• Resource utilization

• Governance effectiveness

• Partner performance against commitments

ORGANIZATIONAL LEADERSHIP

• Talent retention

• Team engagement

• Leadership effectiveness

• Organizational scalability

WHAT YOU'LL ACCOMPLISH

FIRST 90 DAYS

• Assess the existing EMEA partner landscape and strategic opportunities.

• Establish partner segmentation and investment frameworks.

• Build executive relationships with OpenAI's most important regional partners.

• Align partnership priorities with EMEA sales and customer success leadership.

• Identify the highest-impact growth opportunities across the ecosystem.

WITHIN 6 MONTHS

• Launch a standardized operating model across strategic partners.

• Implement governance and performance management frameworks.

• Develop industry-specific partner motions and solution plays.

• Increase partner engagement and field alignment across major EMEA markets.

WITHIN 12 MONTHS

• Deliver measurable partner-driven revenue growth.

• Scale repeatable co-sell and co-delivery motions across the region.

• Build a best-in-class EMEA partnerships organization.

• Establish OpenAI as the preferred AI platform partner for the European consulting and systems integration ecosystem.

WHY THIS ROLE MATTERS

The EMEA GTM Partnerships Lead will help define how OpenAI scales across Europe.

This leader will build the ecosystem that enables thousands of enterprises to successfully adopt AI, transforming strategic partnerships into one of OpenAI's most important growth engines. Their decisions will shape how OpenAI captures the European AI opportunity over the coming decade and help establish the operating model that serves as a blueprint for ecosystem-led growth globally.

About OpenAI

OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity. We push the boundaries of the capabilities of AI systems and seek to safely deploy them to the world through our products. AI is an extremely powerful tool that must be created with safety and human needs at its core, and to achieve our mission, we must encompass and value the many different perspectives, voices, and experiences that form the full spectrum of humanity.

We are an equal opportunity employer, and we do not discriminate on the basis of race, religion, color, national origin, sex, sexual orientation, age, veteran status, disability, genetic information, or other applicable legally protected characteristic.

For additional information, please see OpenAI’s Affirmative Action and Equal Employment Opportunity Policy Statement https://cdn.openai.com/policies/eeo-policy-statement.pdf.

Background checks for applicants will be administered in accordance with applicable law, and qualified applicants with arrest or conviction records will be considered for employment consistent with those laws, including the San Francisco Fair Chance Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act, for US-based candidates. For unincorporated Los Angeles County workers: we reasonably believe that criminal history may have a direct, adverse and negative relationship with the following job duties, potentially resulting in the withdrawal of a conditional offer of employment: protect computer hardware entrusted to you from theft, loss or damage; return all computer hardware in your possession (including the data contained therein) upon termination of employment or end of assignment; and maintain the confidentiality of proprietary, confidential, and non-public information. In addition, job duties require access to secure and protected information technology systems and related data security obligations.

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