The role
About the Team
OpenAI’s GTM Partnerships team builds a strategic, global partner ecosystem to accelerate customer success, enable responsible enterprise AI adoption, and drive durable growth in support of OpenAI’s mission. We work cross-functionally across Sales, Solutions, Product, Engineering, Security, Legal, Finance, Marketing, Operations, and Customer Success to translate strategic partnerships into measurable outcomes for customers.
Global consulting and advisory partners are essential to helping enterprises move from AI strategy to production deployment. PwC brings global reach, deep industry and functional expertise, technology and transformation capabilities, and longstanding relationships with complex and regulated enterprises. This role will lead OpenAI’s global partnership with PwC and create the strategy, operating model, and field motions needed to turn that relationship into repeatable customer and commercial impact.
This role is based in San Francisco, New York City, or Seattle. We use a hybrid work model of three days in the office per week.
About the Role
We are hiring a Partner Director, PwC to serve as the single accountable owner of OpenAI’s strategic relationship with PwC globally. You will define the partnership thesis and joint business plan, build executive alignment, activate PwC’s industry, advisory, technology, sales, and delivery organizations, and develop repeatable go-to-market motions that accelerate enterprise AI adoption.
This is a strategic and hands-on leadership role. You will move fluidly between senior executive engagement, joint account and opportunity strategy, solution and delivery alignment, field enablement, governance, and day-to-day execution. Success requires a strong understanding of how a large, matrixed professional-services organization operates, commercial discipline, technical fluency, and the ability to align teams without relying on formal authority.
The ideal candidate has led a high-impact global alliance with PwC, built measurable pipeline and customer outcomes through partnerships, and knows how to convert company-level strategy into productive field behavior and successful deployments.
In this role, you will:
- Own the global PwC relationship, including alliance strategy, executive alignment, joint planning, pipeline growth, customer outcomes, delivery quality, and long-term expansion.
- Develop and execute a joint business plan with clear priorities, investments, decision rights, milestones, and measures of success.
- Build trusted relationships across PwC’s global and regional leadership, industry and functional practices, alliance teams, client partners, sales organizations, architects, and delivery leaders.
- Translate executive commitments into repeatable field motions spanning account mapping, opportunity qualification, co-selling, solution development, technical engagement, delivery handoffs, and escalation.
- Shape joint propositions and transformation plays that combine OpenAI products and capabilities with PwC’s industry, advisory, technology, data, security, risk, governance, and delivery strengths.
- Lead joint account planning and strategic customer pursuits with PwC and OpenAI field teams, with particular focus on complex and regulated enterprises.
- Create a clear engagement model for OpenAI sellers and technical teams, including when to involve PwC, how opportunities are qualified, who owns each step, and how channel conflict is resolved.
- Partner with Product, Engineering, Solutions, Security, Legal, Finance, and Commercial teams to support complex customer engagements and remove technical, contractual, compliance, and operational blockers.
- Build PwC capability through executive sponsorship, field enablement, technical readiness, reusable solution patterns, and disciplined delivery handoffs.
- Establish governance across executive business reviews, pipeline inspection, forecasting, milestone tracking, performance reporting, and escalation management.
- Set and monitor partnership KPIs, including qualified pipeline, conversion, production adoption, customer value, partner readiness, delivery quality, and return on OpenAI investment.
- Allocate scarce OpenAI resources toward opportunities with the greatest strategic value, commercial potential, customer impact, delivery readiness, and repeatability.
- Represent OpenAI in senior partner, customer, and industry engagements with clarity, sound judgment, and strong executive presence.
- Build the operating model and team capacity required to scale the PwC alliance over time.
You might thrive in this role if you have:
- Significant experience leading strategic alliances, GSI or advisory partnerships, ecosystem sales, business development, or enterprise go-to-market programs in AI, cloud, data, SaaS, or enterprise technology.
- Direct experience working with PwC and deep familiarity with its organizational model, incentives, decision-making networks, partner economics, industry and functional practices, and enterprise delivery motions.
- A proven record of owning a global, multi-year partnership with measurable pipeline, revenue, adoption, deployment, or customer outcomes.
- Experience designing and scaling joint operating models across large, matrixed organizations, including governance, account planning, incentives, staffing, delivery handoffs, and escalation.
- Demonstrated success shaping and advancing complex C-suite enterprise transformation opportunities from strategy through production deployment.
- Strong executive presence and the ability to build credibility with senior PwC and customer leaders while remaining close to operating details.
- Commercial judgment and experience prioritizing investments, qualifying opportunities, managing forecasts, and making clear tradeoffs.
- Technical fluency across enterprise AI, cloud environments, data platforms, security, governance, risk, and modern application architectures.
- Strong cross-functional leadership and the ability to align Sales, Solutions, Product, Engineering, Security, Legal, Finance, Marketing, and Operations without direct authority.
- Experience building partner enablement, joint solutions, industry plays, and scalable field engagement models.
- Comfort operating in ambiguity and creating structure, accountability, and momentum in a rapidly evolving market.
- Excellent written and verbal communication, negotiation, and executive presentation skills.
- A builder mindset, high ownership, low ego, and a consistent focus on customer value and responsible AI adoption.
What success looks like:
- OpenAI and PwC have a clear global alliance thesis, differentiated joint value proposition, executive governance model, and measurable business plan.
- PwC and OpenAI field teams know when and how to engage one another, and qualified opportunities progress through a consistent co-sell and delivery motion.
- The partnership produces strategically aligned pipeline and converts priority opportunities into secure, successful production deployments with demonstrable customer value.
- Joint solution patterns and industry plays become repeatable rather than remaining bespoke.
- OpenAI resources are allocated transparently toward the highest-impact opportunities.
- PwC teams demonstrate growing readiness and accountability across selling, architecture, implementation, and customer success.
- The alliance earns sustained executive sponsorship and delivers measurable year-over-year growth.
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. In addition, job duties require access to secure and protected information technology systems and related data security obligations.
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