Head of GTM Partnerships, EMEA

Head of GTM Partnerships, EMEA

Team: Partnerships

Location: London, UK

Employment type: FullTime

Workplace type: Hybrid

Remote: yes

Published: 2026-06-05T01:17:49.249+00:00

ABOUT THE TEAM

OpenAI's GTM Partnerships team builds and scales a strategic global ecosystem of partners that accelerates customer success, enables responsible AI adoption, and drives sustainable growth in support of OpenAI's mission.

We work closely with Sales, Customer Success, Product, Marketing, Operations, Legal, and Executive Leadership to ensure our partners are aligned, enabled, and accountable for delivering meaningful customer outcomes. Our ecosystem spans global systems integrators, consulting firms, cloud providers, regional partners, managed service providers, and industry specialists that help organizations successfully deploy AI at scale.

As OpenAI's enterprise business continues to grow, partnerships are becoming an increasingly important lever for customer adoption, implementation, and long-term value creation.

ABOUT THE ROLE

Europe represents one of OpenAI's largest and fastest-growing enterprise markets. Organizations across the region are moving rapidly from experimentation to enterprise-wide AI transformation, creating significant demand for trusted partners who can help customers deploy, scale, and realize value from AI.

We are seeking an experienced EMEA GTM Partnerships Lead to build and scale OpenAI's partner ecosystem across Europe. This leader will own OpenAI's regional partnerships strategy and execution, overseeing relationships with Global Systems Integrators (GSIs), consulting firms, regional systems integrators, advisory organizations, cloud ecosystem partners, and strategic services providers.

This role will serve as the executive owner of OpenAI's EMEA GTM partner ecosystem and will be responsible for transforming partnerships into a force multiplier for OpenAI's sales, deployment, and customer success motions.

Success in this role will directly influence OpenAI's ability to accelerate enterprise adoption, drive revenue growth, improve deployment velocity, and establish OpenAI as the foundational AI platform for enterprises across Europe.

IN THIS ROLE, YOU WILL

PARTNER STRATEGY & ECOSYSTEM LEADERSHIP

• Define and execute OpenAI's EMEA GTM partnerships strategy, operating model, and business objectives.

• Build and manage a portfolio of strategic partnerships that accelerate enterprise adoption and customer success.

• Develop partner segmentation, investment frameworks, and governance models across the region.

• Establish OpenAI as the preferred AI platform partner among Europe's leading consulting firms, systems integrators, and advisory organizations.

• Identify emerging ecosystem opportunities and shape long-term regional partnership strategy.

REVENUE & GO-TO-MARKET LEADERSHIP

• Own partner-sourced, partner-influenced, and partner-delivered business outcomes across EMEA.

• Partner closely with regional sales leadership to create scalable co-sell and co-delivery motions.

• Develop repeatable industry and functional transformation offerings built on OpenAI products.

• Lead executive engagement for strategic enterprise opportunities and large-scale AI transformation programs.

• Drive alignment between partner investments and regional growth priorities.

ECOSYSTEM DEVELOPMENT

• Build and strengthen strategic relationships across:

• Global Systems Integrators (GSIs)

• Regional Systems Integrators

• Advisory and Consulting Firms

• Cloud and Infrastructure Providers

• Industry-Specific Solution Providers

• Managed Service Providers

• Develop joint business plans and growth strategies with key partners.

• Expand OpenAI's ecosystem reach across major European markets and industries.

• Foster executive-level relationships that unlock new customer opportunities and market influence.

OPERATIONAL EXCELLENCE

• Establish governance frameworks, operating rhythms, and performance management systems for the partner ecosystem.

• Drive partner enablement, certifications, delivery standards, and accountability mechanisms.

• Allocate OpenAI's GTM, technical, and executive resources across the highest-impact opportunities.

• Implement executive governance forums and escalation processes with strategic partners.

• Ensure consistent customer experiences and execution quality across the region.

TEAM LEADERSHIP

• Recruit, develop, and lead a high-performing team of GTM Partner Directors across EMEA.

• Build a culture centered on customer outcomes, accountability, operational rigor, and long-term ecosystem development.

• Coach leaders and create organizational structures that can scale alongside OpenAI's growth.

• Foster strong collaboration across Sales, Success, Product, Marketing, Legal, and Operations.

YOU MIGHT THRIVE IN THIS ROLE IF YOU

• Have 15+ years of experience in enterprise technology, cloud, AI, SaaS, consulting, business development, partnerships, or ecosystem leadership.

• Have built and managed large-scale strategic alliance programs across multiple countries and markets.

• Have owned significant partner-driven revenue outcomes and understand how ecosystems contribute to enterprise growth.

• Have experience working closely with Global Systems Integrators, consulting firms, cloud providers, and enterprise customers.

• Are comfortable operating with senior executives, including CEOs, Managing Partners, CIOs, CTOs, and business leaders.

• Have led distributed teams across Europe and understand regional market dynamics, regulatory considerations, and cultural nuances.

• Have experience supporting large-scale digital transformation, cloud transformation, data modernization, or AI initiatives.

• Understand enterprise delivery models, consulting economics, and how services organizations drive technology adoption.

• Have a track record of influencing cross-functional stakeholders without direct authority.

• Excel in ambiguous environments and can balance strategic thinking with operational execution.

• Can engage credibly with both technical and business audiences.

PREFERRED QUALIFICATIONS

• Experience within AI, cloud infrastructure, enterprise software, cybersecurity, data platforms, or developer ecosystems.

• Experience leading partnerships or alliances at a hyperscaler, AI platform company, enterprise software provider, or consulting organization.

• Experience carrying ecosystem-related revenue responsibility.

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