AI Partner Director

About the Role You’ll help shape how OpenAI cybersecurity partners bring frontier AI to defenders across the Americas. Working with partner executives and security practitioners, you’ll turn customer needs into joint opportunities, successful deployments, and repeatable offerings. This role combines executive partnership leadership with direct responsibility for growing the business in a rapidly developing market. This is a hands-on partner sales role spanning global system integrators (GSIs), managed security service providers (MSSPs), hyperscalers, security independent software vendors (ISVs), and value-added resellers (VARs). You’ll develop partner capabilities for your assigned territory or portfolio and work alongside partner sellers and OpenAI account teams to sell joint solutions and expand customer adoption. In this role, you will: - Own commercial results. Grow revenue through partner relationships. Build qualified pipeline, progress opportunities, and support sustained customer use and expansion. Maintain accurate opportunity records and a disciplined forecast. - Build partner plans and practices. Work with partner executives and technical teams to turn customer demand into joint business plans and commercially viable cybersecurity offerings. Help partners establish the service economics, practitioner capacity, and delivery quality needed to build a repeatable business. - Lead joint customer sales. Work with partner sellers and OpenAI account teams from discovery and customer business cases through evaluation, procurement, and close. Coordinate co-sell, marketplace, and channel activity, address buying and delivery barriers, and help customers move into deployment. - Develop partner champions. Build trusted relationships with executive sponsors, security practice leaders, technical champions, and field sellers. Equip them to explain the customer value, identify opportunities, and sell and deliver supported AI-enabled security solutions. - Turn cyber and AI use cases into credible offers. Explore how AI can support customer needs in areas such as vulnerability assessment, application security, and remediation. Work with specialists to validate capabilities, security outcomes, and delivery readiness before making commitments. - Improve execution with evidence. Use what you learn from customer evaluations and deployments to improve offerings. Bring recurring needs and practical lessons to OpenAI’s product, technical, and go-to-market teams. You’ll own the partner business plan and commercial execution for your assigned territory or portfolio, working closely with OpenAI account teams, alliance leaders, and technical specialists. Together, you’ll develop customer opportunities, establish realistic delivery plans, and help partners support successful adoption. You might thrive in this role if you have: - A record of delivering revenue through enterprise partner sales, alliances, or business development in cybersecurity, cloud, or AI, including personally progressing complex customer opportunities. - Strong partner business acumen and experience building repeatable offerings. You understand how services firms, managed security providers, cloud providers, security software companies, and resellers invest, make money, and mobilize their sellers and practitioners. - Credibility with enterprise security buyers and practitioners. You can explain how AI capabilities fit into security workflows, recognize the importance of tools, context, and permissions, and involve technical specialists to validate customer commitments. - Experience helping enterprise customers adopt a new product while its market was still forming. - The ability to earn trust with partner executives and champions while working effectively with account teams, alliance leaders, technical teams, Product, and Marketing. - Strong account planning, opportunity management, and forecasting skills, with the judgment and persistence to build a business in a developing market. - Deeper familiarity with how a model and its harness work together, including how the surrounding software supplies tools and context and enforces permissions. What success looks like: - Revenue growth supported by qualified pipeline, healthy conversion, and accurate forecasting. - Active partner champions and commercially viable practices and offerings that generate repeatable customer opportunities. - Customer deployments that progress to sustained use, expansion, and demonstrable security outcomes. About OpenAI OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity. We push the boundaries of the capabilities of AI systems and seek to safely deploy them to the world through our products. AI is an extremely powerful tool that must be created with safety and human needs at its core, and to achieve our mission, we must encompass and value the many different perspectives, voices, and experiences that form the full spectrum of humanity.  We are an equal opportunity employer, and we do not discriminate on the basis of race, religion, color, national origin, sex, sexual orientation, age, veteran status, disability, genetic information, or other applicable legally protected characteristic. For additional information, please see OpenAI’s Affirmative Action and Equal Employment Opportunity Policy Statement https://cdn.openai.com/policies/eeo-policy-statement.pdf. Background checks for applicants will be administered in accordance with applicable law, and qualified applicants with arrest or conviction records will be considered for employment consistent with those laws, including the San Francisco Fair Chance Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act, for US-based candidates. For unincorporated Los Angeles County workers: we reasonably believe that criminal history may have a direct, adverse and negative relationship with the following job duties, potentially resulting in the withdrawal of a conditional offer of employment: protect computer hardware entrusted to you from theft, loss or damage; return all computer hardware in your possession (including the data contained therein) upon termination of employment or end of assignment; and maintain the confidentiality of proprietary, confidential, and non-public information. 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