Partner Director - AWS Alliance Partnership, Japan
Core
Shape and execute OpenAI's AWS alliance partnership strategy in Japan, mobilizing AWS field teams and the services-partner ecosystem to build, deliver, and scale OpenAI-powered solutions on AWS infrastructure.
Role type
Senior individual-contributor alliance partnership director
Builds
Repeatable OpenAI and AWS solutions, field playbooks, governance structures, and co-sell motions for Japan's customer segments
Domain
Cloud computing, Artificial Intelligence, Strategic Alliances
Required skills
AWS alliance leadership, joint account planning, co-sell execution, systems integrator management, cloud architecture fluency, executive stakeholder engagement, contract negotiation, operating cadence design, partner program scaling, technical solution design
Preferred skills
Hyperscaler-alliance scaling in Japan, AI transformation expertise, matrixed organization navigation, ambiguous environment ownership
Technologies
AWS ACE, AWS Marketplace, AWS co-sell workflows
Responsibilities
Shape and execute the Japan AWS alliance strategy and annual operating plan; Own the AWS Japan alliance relationship and coordinate with AWS Japan field teams; 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
Seniority
Senior, hands-on IC
