Director of Partner Relations

OpenAITokyo, Japan

On-site Full-time

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Experience Level

Senior Level Manager

Qualifications

QualificationsThe candidate should possess a strong background in strategic partnerships, demonstrating a track record of successful relationship management, program development, and sales execution in a tech-focused environment.

About the job

About Our Team

The Go-To-Market (GTM) Partnerships team is dedicated to cultivating a premier global partner ecosystem that empowers our customers, furthers our mission towards Artificial General Intelligence (AGI), and drives the company’s revenue growth.

About the Role

We are seeking a dynamic Partner Director to operationalize, activate, and expand strategic partner relationships within Japan. This role will emphasize partner enablement, joint solution development, and commercial activation throughout the partner lifecycle, ensuring the acceleration and scaling of established partnerships. You will serve as the essential link between OpenAI and the partner’s delivery, technical, and sales teams, guaranteeing that partnerships yield impactful results.

This position reports directly to the Japan Partnerships Lead and is based in Tokyo.

Key Responsibilities

Manage daily partner relations with one or more signed partners in Japan, acting as the primary point of contact for enablement, solution development, and go-to-market execution.
Facilitate and oversee onboarding across various workstreams, including sales training, technical enablement, security provisioning, and support operations.
Ensure partner readiness to deploy and resell OpenAI solutions through collaborative project planning, milestone tracking, and joint quarterly business reviews (QBRs).
Collaborate on co-developed solutions by working with partners to identify use cases, create demo assets, and localize technical documentation.
Monitor partner performance, proactively identifying risks and implementing structured remediation or acceleration strategies as needed.
Coordinate with OpenAI teams, including Sales, Solution Engineering, Enablement, Operations, Customer Success, and Marketing to meet partner needs and maintain internal alignment.
Establish operational rhythms, such as roadmap briefings, asset distribution, and sales enablement refreshes.
Ensure compliance with partnership agreements, including commercial terms, dedicated personnel commitments, and reporting cadences.

Ideal Candidate Profile

At least 7 years of experience in alliances, partner success, or sales, particularly in enterprise software or systems integration environments.
Deep understanding of partner go-to-market motions and experience in building and executing effective strategies.

About OpenAI

OpenAI is committed to advancing digital intelligence in a way that is safe and beneficial to humanity. As a leader in artificial intelligence research and application, OpenAI aims to empower individuals and organizations by providing state-of-the-art AI solutions.

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Full-time|On-site|Tokyo, Japan

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Full-time|On-site|Tokyo, JP

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About Our TeamThe Go-To-Market (GTM) Partnerships team is dedicated to cultivating a premier global partner ecosystem that empowers our customers, furthers our mission towards Artificial General Intelligence (AGI), and drives the company’s revenue growth.About the RoleWe are seeking a dynamic Partner Director to operationalize, activate, and expand strategic partner relationships within Japan. This role will emphasize partner enablement, joint solution development, and commercial activation throughout the partner lifecycle, ensuring the acceleration and scaling of established partnerships. You will serve as the essential link between OpenAI and the partner’s delivery, technical, and sales teams, guaranteeing that partnerships yield impactful results.This position reports directly to the Japan Partnerships Lead and is based in Tokyo.Key ResponsibilitiesManage daily partner relations with one or more signed partners in Japan, acting as the primary point of contact for enablement, solution development, and go-to-market execution.Facilitate and oversee onboarding across various workstreams, including sales training, technical enablement, security provisioning, and support operations.Ensure partner readiness to deploy and resell OpenAI solutions through collaborative project planning, milestone tracking, and joint quarterly business reviews (QBRs).Collaborate on co-developed solutions by working with partners to identify use cases, create demo assets, and localize technical documentation.Monitor partner performance, proactively identifying risks and implementing structured remediation or acceleration strategies as needed.Coordinate with OpenAI teams, including Sales, Solution Engineering, Enablement, Operations, Customer Success, and Marketing to meet partner needs and maintain internal alignment.Establish operational rhythms, such as roadmap briefings, asset distribution, and sales enablement refreshes.Ensure compliance with partnership agreements, including commercial terms, dedicated personnel commitments, and reporting cadences.Ideal Candidate ProfileAt least 7 years of experience in alliances, partner success, or sales, particularly in enterprise software or systems integration environments.Deep understanding of partner go-to-market motions and experience in building and executing effective strategies.

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