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Partner Director - AWS Alliance Partnership, Japan

OpenAI· Go To Market
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Hybrid (Tokyo, Japan)Full-timePosted 2mo ago

About the role

OpenAI seeks a Partner Director to shape and execute the AWS alliance partnership in Japan, owning the AWS Japan relationship and mobilizing AWS field teams and services partners around high-value customer opportunities. The role combines alliance leadership with hands-on execution, including joint GTM strategy, co-sell motions, governance, and scalable partner programs, with travel within Japan and occasional travel to the United States.

Responsibilities

  • Jointly shape and execute the Japan AWS alliance strategy and annual operating plan with the Japan Partnerships Lead and Japan GTM leaders.
  • Own the AWS Japan alliance relationship and coordinate with AWS Japan field teams alongside OpenAI’s Japan Partner Director.
  • Build trusted relationships with AWS alliance leaders, sales teams, technical teams, cloud architects, industry leaders, and delivery stakeholders.
  • Develop joint account plans and drive co-sell execution across AWS Japan, OpenAI’s Japan Partner Director, OpenAI Sales teams, and services partners.
  • Identify, shape, and accelerate qualified AWS-related opportunities and customer engagements.
  • Mobilize AWS-focused practices within systems integrators, consulting firms, and specialist services partners.
  • Help partners develop repeatable OpenAI offerings, reference architectures, delivery methodologies, and GTM motions aligned with AWS infrastructure and services.
  • Drive operating discipline across AWS ACE, Marketplace, partner programs, funding mechanisms, pipeline tracking, partner attribution, and deal-progression workflows.
  • Build and run the AWS governance model in Japan, including pipeline reviews, operating cadences, executive business reviews, milestone tracking, and escalation management.
  • Develop scalable sales plays, enablement materials, field communications, and engagement strategies that Japan GTM teams and partners can reuse.
  • Lead or support contracting where appropriate, coordinating with OpenAI’s Japan Partner Director and legal, finance, and leadership teams.
  • Aggregate feedback from AWS stakeholders, services partners, customers, and OpenAI Japan GTM teams and translate it into recommendations for Product, Operations, Marketing, and GTM leadership.
  • Coordinate with Marketing on AWS-related launches, campaigns, enablement activities, and events.
  • Represent OpenAI with executive presence in AWS, partner, customer, and market-facing conversations.
  • Travel regularly within Japan, with occasional travel to the United States.

Qualifications

  • Direct AWS alliance experience required.
  • Detailed knowledge of APN onboarding, ACE, AWS Marketplace, funding models, and AWS co-sell workflows required.
  • 8+ years of experience in partnerships, cloud alliances, ecosystem sales, business development, consulting partnerships, or related GTM roles within SaaS, cloud, AI, or platform businesses.
  • Significant experience building and scaling hyperscaler-alliance motions in Japan.
  • Established relationships across the AWS Japan alliance, sales, and technical organizations.
  • Experience working with global and regional systems integrators and consulting firms with substantial AWS cloud practices.
  • A proven record of driving measurable partner-sourced opportunities, customer wins, and repeatable solutions through strategic partnerships.
  • Experience supporting complex enterprise opportunities involving cloud modernization, AI transformation, data platforms, or large-scale technical implementations.
  • Experience leading joint account planning and complex co-sell motions involving multiple internal and external stakeholders.
  • Comfort engaging C-Suite, cloud leaders, practice heads, and senior business stakeholders in commercially and technically informed conversations.
  • Experience building scalable partner programs, operating cadences, enablement strategies, sales plays, and field motions.
  • Strong technical fluency and cloud credibility, with enough depth to engage productively with architects, delivery teams, and technical decision-makers.
  • Strong commercial judgement and experience leading or supporting contracting processes.
  • Experience navigating highly matrixed organizations and aligning stakeholders without formal authority.
  • A demonstrated ability to operate with high ownership in ambiguous, fast-moving environments.

Skills

Required:AWS alliance managementJoint account planning and co-sellRelationship building with executives and partners

Benefits

  • Note: Not explicitly listed in the description.
Last updated Aug 13, 2026. Interested? Apply on the company site.

About OpenAI

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