Partner Director - AWS Alliance Partnership, APAC
Core
Shape and execute OpenAI's AWS alliance partnership strategy across APAC, mobilizing AWS teams and the services-partner ecosystem to build and scale AI-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 the APAC region
Domain
Artificial Intelligence / Cloud Computing / Strategic Alliances
Deliverable
production ML models | product features | dashboards & analysis | client delivery | infrastructure
Required skills
Alliance leadership, joint account planning, co-sell execution, systems integrator management, cloud architecture fluency, executive engagement, operating discipline, contract negotiation, stakeholder alignment
Preferred skills
Hyperscaler alliance scaling, AWS ecosystem familiarity, complex enterprise opportunity management, scalable partner program design, technical fluency, commercial judgement
Technologies
AWS (ACE, Marketplace, partner programs, funding models, co-sell workflows)
Responsibilities
Shape and execute the APAC AWS alliance strategy and annual operating plan; Own the regional AWS alliance relationship and coordinate with AWS country 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; Identify, shape, and accelerate qualified AWS-related opportunities and customer engagements; Mobilise 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; 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 across APAC, including pipeline reviews, operating cadences, executive business reviews, milestone tracking, and escalation management; Develop scalable sales plays, enablement materials, field communications, and engagement strategies; Lead or support contracting where appropriate; Aggregate feedback from AWS stakeholders, services partners, customers, and country teams and translate it into recommendations for 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 across APAC, with occasional travel to the United States.
Seniority
Senior, hands-on IC
