OpenAI Partner Account Manager

Department: Sales
Location: Remote
Employment Type: Full-Time

About the Company

Our client is an AI and cloud consulting company helping organizations turn ambitious technology initiatives into measurable business outcomes. The company combines deep expertise in artificial intelligence, cloud platforms, data, and application modernization to help customers move from experimentation to production quickly and responsibly.

As a leading cloud services partner with deep AI expertise—and now an official OpenAI Partner—the organization is investing in OpenAI as a dedicated strategic growth channel. They are seeking an OpenAI Partner Account Manager to help build and scale it.

About the Role

This is not a traditional account management position.

The OpenAI Partner Account Manager will be responsible for growing the company’s business across the OpenAI ecosystem. This includes developing relationships with OpenAI sales and partner teams, generating customer demand, creating and progressing joint opportunities, and establishing the organization as a go-to services and solutions partner for companies adopting OpenAI technologies.

You will serve as the commercial lead for this emerging channel, working closely with sales and AI leadership to develop the go-to-market strategy, partner motions, sales plays, solution positioning, and operating model for the company’s OpenAI business.

This role is designed for someone who can execute in the field while helping shape how the channel develops. You will bring customer, partner, and market feedback directly into the strategy and collaborate with executive leadership to continuously refine the organization’s approach to the OpenAI ecosystem.

You will also work closely with OpenAI stakeholders, sales leadership, Solutions Architects, AI/ML specialists, delivery teams, marketing, and the broader cloud organization to identify opportunities and translate them into consulting, implementation, modernization, and managed services engagements.

Although the role is dedicated to OpenAI, enterprise AI rarely exists in isolation. Many customers operate workloads across AWS, Azure, GCP, SaaS platforms, existing data environments, and on-premises infrastructure. You should be comfortable identifying those connections and bringing the appropriate capabilities into the conversation.

Success means helping create a repeatable OpenAI go-to-market motion, developing meaningful partner relationships, building qualified pipeline, winning new customers, expanding existing accounts, and establishing a significant presence within the OpenAI Partner Network.

What You’ll Do

Grow the OpenAI Partner Channel

• Own the day-to-day commercial relationship with key OpenAI partner, sales, and field stakeholders.

• Partner with sales and AI leadership to develop and execute the strategy for growing the OpenAI channel.

• Build strong relationships across the OpenAI ecosystem and establish the company as a trusted customer-delivery partner.

• Collaborate with OpenAI on joint account plans, territory strategies, campaigns, and go-to-market initiatives.

• Identify opportunities where OpenAI teams need a services partner to help customers move from strategy or experimentation into production.

• Develop repeatable co-sell motions that generate qualified pipeline and closed revenue.

• Become a visible advocate for the company within the OpenAI partner community.

Drive Pipeline and Revenue

• Own pipeline creation and revenue growth associated with the OpenAI channel.

• Source new opportunities directly and through OpenAI partner relationships.

• Identify OpenAI adoption, expansion, modernization, and transformation opportunities within existing customer accounts.

• Manage opportunities from initial discovery through qualification, solution development, proposal, negotiation, and close.

• Maintain accurate pipeline, forecasting, opportunity progression, and partner activity within the company’s CRM and relevant partner systems.

• Develop account strategies for high-potential customers and drive land-and-expand motions following initial engagements.

• Identify opportunities to attach advisory, implementation, integration, data, application modernization, AI/ML, and managed services to OpenAI adoption.

Understand the OpenAI Portfolio

• Develop a strong working knowledge of OpenAI’s commercial and technical ecosystem.

• Speak confidently with customers about products and capabilities including ChatGPT Enterprise, ChatGPT Business, Codex, the OpenAI API platform, OpenAI models, agents, and related enterprise AI solutions.

• Understand common enterprise AI patterns such as agents, retrieval, tool use, context engineering, model selection, application integration, data connectivity, governance, security, and responsible AI.

• Translate technical capabilities into business outcomes rather than relying solely on product features.

• Stay current as OpenAI’s products, models, partner programs, commercial offerings, and go-to-market motions evolve.

• Engage technical specialists when deeper architecture or implementation expertise is required.

Develop Customer Opportunities

• Engage business and technology leaders to understand where AI can materially improve revenue, productivity, customer experience, software development, operations, or decision-making.

• Help customers move beyond isolated proofs of concept toward production deployments and broader enterprise adoption.

• Identify use cases that demonstrate measurable business value and create pathways for continued expansion.

• Coordinate executive briefings, discovery sessions, workshops, demonstrations, solution assessments, and technical validation activities.

• Build relationships with executive and practitioner stakeholders throughout customer organizations.

Connect OpenAI With the Broader Cloud Ecosystem

• Identify opportunities where OpenAI initiatives intersect with AWS, Azure, GCP, data platforms, enterprise applications, security, and existing customer infrastructure.

• Collaborate with cloud teams when OpenAI solutions create modernization or infrastructure opportunities.

• Recognize when OpenAI may be part of a broader multicloud architecture and engage the appropriate technical resources.

• Help customers choose architectures based on their business and technical requirements.

• Identify relevant cross-sell opportunities while keeping OpenAI at the center of the role’s go-to-market focus.

Help Build the Motion, Not Just the Pipeline

Because this is a new strategic channel, this person will help shape how the organization operates within it. In close partnership with executive leadership, you will:

• Help develop messaging and positioning for the company’s OpenAI capabilities.

• Identify repeatable solution offerings and customer entry points based on field and partner feedback.

• Create sales plays, account-targeting strategies, and enablement materials.

• Partner with marketing on events, campaigns, webinars, customer stories, and thought leadership.

• Provide field intelligence about emerging OpenAI opportunities, customer demand, competitive activity, and ecosystem changes.

• Help refine the processes, metrics, and operating cadence required to scale the channel.

• Surface insights from customers and OpenAI stakeholders that can inform the company’s broader AI strategy.

• Translate strategic direction into repeatable field execution.

• Share lessons learned across the organization so OpenAI expertise becomes a broader company capability.

What We’re Looking For

Required Qualifications

• Five or more years of experience in enterprise technology sales, account management, partner sales, channel development, consulting sales, or a related field.

• Demonstrated success developing pipeline and closing complex technology or professional services opportunities.

• Experience selling solutions involving multiple stakeholders across business and technical organizations.

• Strong ability to build relationships with technology partners, field sales teams, customers, and internal delivery organizations.

• Ability to create opportunities without relying solely on inbound demand or an established territory.

• Comfort operating in an entrepreneurial environment where the playbook is still being developed.

• Ability to collaborate closely with executive leadership while independently driving field execution.

• Strong executive communication, discovery, presentation, negotiation, and relationship-management skills.

• Ability to understand technical concepts and connect technology capabilities to customer business outcomes.

• Strong ownership mentality and the ability to collaborate across sales, engineering, delivery, marketing, and leadership teams.

Strongly Preferred

• Hands-on familiarity with the OpenAI ecosystem, including ChatGPT Enterprise, ChatGPT Business, Codex, OpenAI APIs, models, agents, and enterprise AI use cases.

• Experience selling generative AI, AI/ML, data, cloud, software development, or digital transformation services.

• Existing relationships within OpenAI or the broader AI ecosystem.

• Experience helping build or grow a new technology partner channel or go-to-market motion.

• Experience working within a technology partner co-sell ecosystem.

• Familiarity with AWS and the AWS Partner Network.

• Experience with Microsoft Azure, Google Cloud Platform, or other major cloud ecosystems.

• Understanding of enterprise AI considerations including security, governance, data integration, change management, and production deployment.

• Experience selling consulting or professional services alongside software or platform technologies.

What Success Looks Like

Within your first year, you will have helped establish OpenAI as a meaningful and scalable revenue channel for the organization. You will have helped transform strategic direction into a repeatable field motion while providing the market insight required to continuously improve that strategy.

Success will be measured through outcomes including:

• OpenAI-sourced and OpenAI-influenced pipeline.

• Closed bookings and revenue.

• New customer acquisition.

• Expansion within existing customer accounts.

• Strength and depth of relationships across OpenAI’s field and partner organizations.

• Number and quality of joint customer opportunities.

• Partner engagement and co-sell activity.

• Conversion of early AI conversations into production-focused services engagements.

• Contribution to repeatable OpenAI sales plays and solution offerings.

• Effective collaboration across sales, cloud, AI/ML, marketing, delivery, and executive leadership.

Who Will Thrive in This Role

You will thrive here if you see a new partner ecosystem and immediately begin thinking about the relationships to build, accounts to target, customer problems to solve, and commercial motions required to turn opportunity into revenue.

You are equally comfortable executing an established strategy and bringing back insights that make the strategy stronger.

You are curious about AI and actively follow where the technology is going. You can hold a credible conversation about OpenAI, Codex, agents, APIs, models, and enterprise AI without needing to be the Solutions Architect in the room.

You understand that the strongest partner relationships are built by delivering value to both sides.

Most importantly, you are excited by the opportunity to build something from the ground up alongside executive leadership. There is significant whitespace ahead, and this role will have meaningful influence over how the organization approaches the OpenAI ecosystem for years to come.

Why This Opportunity

This is an opportunity to join an established AI and cloud consultancy at the beginning of a major new growth chapter.

OpenAI is rapidly expanding how enterprises use AI across software development, knowledge work, customer experience, operations, analytics, and business processes. As an official OpenAI Partner, the company is positioned to help organizations turn those capabilities into secure, production-ready solutions with measurable business impact.

You will work directly with executive leadership to execute the strategy, develop partner relationships, shape solution offerings, win early lighthouse customers, and build a channel that can become a meaningful part of the organization’s long-term growth.