Partnerships Manager

About The Team

The Partnerships team supports OpenAI’s mission by building and managing external relationships that expand product reach, accelerate adoption, strengthen strategic capabilities, and help the company scale responsibly. We partner across the organization to develop a go to market ecosystem strategy, create shared value, and support relationships that are critical to OpenAI’s growth.

We’re looking for a Partnerships Sales Manager to lead high-impact co-sell relationships across our go to market sales teams and our system integrators and solution partners. You’ll manage a portfolio of strategic external partners—including technology platforms, distribution channels, service providers, and other ecosystem partners—and work closely with internal sales teams to turn business needs into effective partnership strategies in order to deliver customer value and outcomes.

This role combines relationship management, commercial judgment, and hands-on execution. You’ll help evaluate new partners, negotiate agreements, improve existing programs, and create the operating mechanisms needed to manage partnerships at scale.

This role is based in New York in office 3 days a week.

• Own and deepen relationships with key strategic and ecosystem partners.
• Drive a partner first strategy across your assigned field territory alongside GTM teams
• Develop partnership strategies aligned with OpenAI’s product, go-to-market, and operational priorities.
• Source, evaluate, and onboard new partners and service providers.
• Lead commercial negotiations in partnership with Legal, Business Operations, Procurement, Security, and other stakeholders.
• Translate complex business requirements into clear partner selection criteria and operating plans.
• Establish performance metrics, governance processes, and regular business reviews for strategic relationships.
• Identify opportunities to improve economics, service quality, resilience, and scalability across the partner portfolio.
• Coordinate cross-functional initiatives involving Sales, Product, Engineering, Legal, Security, Marketing, Business Operations, and other partner-facing teams.
• Monitor market developments, ecosystem shifts, and emerging capabilities across relevant partner categories.
• Prepare recommendations and decision materials for senior leaders.
• Anticipate partnership risks and lead their resolution with internal and external stakeholders.

• Have 7+ years of experience in strategic partnerships, business development, ecosystem development, platform partnerships, go-to-market alliances, or a related field.
• Have direct sales and/or sales overlay experience.
• Have managed complex relationships with technology platforms, distribution partners, service providers, infrastructure companies, or other critical strategic partners.
• Are an effective negotiator with strong commercial instincts and experience structuring sophisticated agreements.
• Can analyze commercial and operational data and turn it into clear recommendations.
• Work well across technical, commercial, legal, go-to-market, and operational teams.
• Are comfortable navigating ambiguity, setting priorities, and building new processes in a fast-moving environment.
• Communicate clearly with executives, partners, and subject-matter experts.
• Pair strategic thinking with a willingness to own detailed execution.
• Exercise excellent judgment when working with confidential or sensitive information.

• Experience supporting a rapidly scaling global technology company.
• Familiarity with technology ecosystems, platform and infrastructure business models, distribution channels, go-to-market partnerships, or partner risk management.
• Experience developing partner scorecards, governance frameworks, and executive business reviews.
• Background working in a regulated or operationally complex environment.

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.…