OpenAI - Partner Director, India

• Contribute to and partially own the India partner strategy and annual operating plan, with a primary focus on AWS. • Translate the APAC AWS partnership strategy into local priorities, target accounts, partner activation plans, and measurable outcomes for India. • Build strong relationships with AWS India leadership and its partner, sales, and technical teams. • Mobilise a prioritised portfolio of services partners around the OpenAI and AWS opportunity in India. • Identify, evaluate, recruit, and contract with services partners based on market needs and strategic priorities. • Own the contracting process end to end, coordinating with legal, finance, and leadership teams through approval and signature. • Drive joint account planning and field engagement with AWS and priority services partners to grow partner-sourced opportunities and deliver customer wins. • Manage strategic relationships with both India-headquartered partners and the India or regional leadership teams of global partners. • Drive partner onboarding across sales training, technical enablement, security and provisioning, and support operations. • Collaborate with AWS, services partners, and internal teams to develop repeatable solutions, customer propositions, demo assets, delivery playbooks, and localised technical documentation. • Establish governance for priority partnerships, including operating reviews, executive business reviews, milestone tracking, and escalation processes. • Build scalable operating processes for the India partner ecosystem, including reporting, playbooks, activation plans, and performance management. • Monitor partner performance, identify risks early, and drive remediation or acceleration plans. • Coordinate across Sales, Solutions Engineering, Enablement, Operations, Customer Success, and Marketing to ensure internal alignment and partner success. • Coordinate with Marketing on AWS-related launches, campaigns, enablement activities, and market-facing events. • Represent OpenAI with senior partner executives and at relevant external events. • Travel regularly across India, with occasional travel across APAC and to the United States. • You might thrive in this role if you have: • 10+ years of experience in partnerships, alliances, partner success, or enterprise sales within enterprise software, consulting, or systems-integration environments. • Demonstrated experience building partner-led go-to-market motions with AWS, ideally within the Indian enterprise market. • A strong understanding of the AWS ecosystem, including how hyperscaler field teams, partner organisations, and services partners work together to generate and convert customer opportunities. • Experience building and growing a portfolio of services partners, from initial identification and contracting through activation and scaled execution. • Strong knowledge of the Indian enterprise ecosystem and experience working with both local and global partner organisations. • A track record of influencing partner-sourced growth, supporting customer wins, and developing repeatable solutions. • The ability to translate a regional partnership strategy into local account priorities, partner plans, and operating cadences. • Experience managing senior executive relationships while remaining comfortable working through operational details. • Strong commercial judgement and the ability to prioritise investments across a diverse partner landscape. • Excellent program-management skills, with the ability to manage multiple workstreams and hold cross-functional stakeholders accountable. • Experience operating in an early-stage or high-growth environment where processes are still being built. • Excellent communication and interpersonal skills, with the ability to influence without authority and drive urgency with empathy. • Professional fluency in English. • Experience working with AI products, AI-enabled solutions, or an emerging technology ecosystem.