Cloud Strategy, Operations & Programs Lead

About the Team

OpenAI’s mission is to build safe artificial general intelligence (AGI) that benefits all of humanity. This long-term undertaking brings the world’s best scientists, engineers, and business professionals into one lab to accomplish it.

OpenAI’s Go-To-Market (GTM) Partnerships team builds a strategic, global partner ecosystem designed to accelerate customer success, enable AI adoption, and drive growth in support of our mission. We collaborate closely across internal teams to ensure unified strategy and seamless execution.

About the Role

As part of the Partner Strategy, Operations & Programs team, this role will help stand up and scale our cloud GTM motion globally. You will shape how we operationalize cloud co-sell and marketplace motions, translate partnership goals into clear workflows and rules of engagement, drive the cross-functional orchestration required to stand up new ways of working, and drive disciplined execution through a global team of specialists.

This is a foundational leadership role for someone who understands hyperscaler motions deeply and knows what it takes to operationalize them at scale. You know what it takes to move from early partnership activation to a scalable cloud business: co-sell design, marketplace operations, systems integration, pipeline governance, cloud programs and incentives, commercial and financial implications, and the many cross-functional decisions required to drive the motion end to end.

In this role you will:

- Partner closely with the Head of Cloud GTM Alliances, Partnerships leadership, and cross-functional stakeholders to shape, operationalize, and execute cloud co-sell and marketplace motions.

- Translate evolving partnership and go-to-market plans into clear rules of engagement, workflows, governance, handoffs, activation guidance, and execution plans for internal teams.

- Serve as the internal subject matter expert on hyperscaler co-sell, marketplace, and related cloud programs, advisin...