At a Glance
- Tasks: Lead partnerships strategy to drive AI adoption and customer success across Europe.
- Company: Join OpenAI, a pioneering AI research and deployment company.
- Benefits: Competitive salary, inclusive culture, and opportunities for professional growth.
- Other info: Be part of a mission-driven team dedicated to responsible AI deployment.
- Why this job: Shape the future of AI and make a real impact in enterprise transformation.
- Qualifications: 15+ years in tech, partnerships, or ecosystem leadership with a focus on AI.
The predicted salary is between 80000 - 120000 £ per year.
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.
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 partner ecosystem and will be responsible for transforming partnerships into a force multiplier for OpenAI's sales, deployment, and customer success motions.
In This Role, You Will
- Partner Strategy & Ecosystem Leadership: Define and execute OpenAI's EMEA 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, and 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 Partner Directors and Partner Managers 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.
- Built and managed large-scale strategic alliance programs across multiple countries and markets.
- Owned significant partner-driven revenue outcomes and understand how ecosystems contribute to enterprise growth.
- Experience working closely with Global Systems Integrators, consulting firms, cloud providers, and enterprise customers.
- Comfort operating with senior executives, including CEOs, Managing Partners, CIOs, CTOs, and business leaders.
- Led distributed teams across Europe and understand regional market dynamics, regulatory considerations, and cultural nuances.
- Experience supporting large-scale digital transformation, cloud transformation, data modernization, or AI initiatives.
- Understanding of enterprise delivery models, consulting economics, and how services organizations drive technology adoption.
- 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.
- Demonstrated success building and scaling regional partner organizations.
- Familiarity with enterprise AI adoption and transformation programs.
Success in This Role
Success will be measured through a combination of commercial impact, customer outcomes, ecosystem development, and organizational effectiveness.
- Revenue Growth: Partner-sourced pipeline, Partner-influenced pipeline, Partner-attributed bookings, Strategic account expansion.
- Customer Outcomes: Deployment velocity, Time-to-production, Customer adoption, Customer retention and expansion.
- Ecosystem Health: Active partner participation, Certified practitioners, Joint solution development, Executive engagement levels, Partner satisfaction.
- Operational Excellence: Forecast accuracy, Resource utilization, Governance effectiveness, Partner performance against commitments.
- Organizational Leadership: Talent retention, Team engagement, Leadership effectiveness, Organizational scalability.
What You’ll Accomplish
- First 90 Days: Assess the existing EMEA partner landscape and strategic opportunities. Establish partner segmentation and investment frameworks. Build executive relationships with OpenAI's most important regional partners. Align partnership priorities with EMEA sales and customer success leadership. Identify the highest-impact growth opportunities across the ecosystem.
- Within 6 Months: Launch a standardized operating model across strategic partners. Implement governance and performance management frameworks. Develop industry-specific partner motions and solution plays. Increase partner engagement and field alignment across major EMEA markets.
- Within 12 Months: Deliver measurable partner-driven revenue growth. Scale repeatable co-sell and co-delivery motions across the region. Build a best-in-class EMEA partnerships organization. Establish OpenAI as the preferred AI platform partner for the European consulting and systems integration ecosystem.
Why This Role Matters
The EMEA GTM Partnerships Lead will help define how OpenAI scales across Europe. This leader will build the ecosystem that enables thousands of enterprises to successfully adopt AI, transforming strategic partnerships into one of OpenAI's most important growth engines. Their decisions will shape how OpenAI captures the European AI opportunity over the coming decade and help establish the operating model that serves as a blueprint for ecosystem-led growth globally.
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.
Head of GTM Partnerships, EMEA employer: OpenAI
OpenAI is an exceptional employer, offering a dynamic work culture that prioritises collaboration and innovation in the rapidly evolving AI landscape. Employees benefit from extensive growth opportunities, working alongside industry leaders to shape the future of technology while enjoying a commitment to diversity and inclusion. Located in Europe, this role provides a unique chance to influence AI adoption across the region, making a meaningful impact on enterprises and society at large.
StudySmarter Expert Advice🤫
We think this is how you could land Head of GTM Partnerships, EMEA
✨Tip Number 1
Network like a pro! Get out there and connect with people in the industry. Attend events, webinars, or even local meetups. The more you engage, the better your chances of landing that dream role.
✨Tip Number 2
Leverage LinkedIn to its fullest! Update your profile, showcase your skills, and don’t hesitate to reach out to recruiters or hiring managers directly. A personal message can go a long way in making a memorable impression.
✨Tip Number 3
Prepare for interviews by researching the company and its culture. Tailor your responses to show how your experience aligns with their goals. Remember, it’s not just about what you’ve done, but how it fits into their vision.
✨Tip Number 4
Don’t forget to follow up after interviews! A simple thank-you email can keep you top of mind and show your enthusiasm for the position. Plus, it’s a great opportunity to reiterate why you’re the perfect fit.
We think you need these skills to ace Head of GTM Partnerships, EMEA
Some tips for your application 🫡
Tailor Your Application:Make sure to customise your CV and cover letter for the Head of GTM Partnerships role. Highlight your experience in building strategic partnerships and how it aligns with our mission at OpenAI.
Showcase Your Achievements:Don’t just list your responsibilities; share specific examples of how you've driven revenue growth or improved customer outcomes in previous roles. We love seeing quantifiable results!
Be Authentic:Let your personality shine through in your application. We value diverse perspectives and want to get a sense of who you are beyond your professional achievements.
Apply Through Our Website:For the best chance of success, make sure to submit your application through our official website. This helps us keep track of all applications and ensures you’re considered for the role!
How to prepare for a job interview at OpenAI
✨Know Your Ecosystem
Before the interview, dive deep into OpenAI's partner ecosystem. Understand the key players like Global Systems Integrators and consulting firms. This knowledge will help you articulate how you can enhance these partnerships and drive customer success.
✨Showcase Your Strategic Vision
Be prepared to discuss your vision for building and scaling partnerships in EMEA. Think about how you would define and execute a regional partnerships strategy. Highlight any past experiences where you've successfully transformed partnerships into growth engines.
✨Engage with Executive Presence
Since this role involves working closely with senior executives, practice articulating your ideas clearly and confidently. Prepare examples of how you've influenced cross-functional stakeholders and led teams in ambiguous environments.
✨Demonstrate Operational Excellence
Discuss your experience with governance frameworks and performance management systems. Be ready to explain how you ensure consistent customer experiences and execution quality across partnerships, as this is crucial for OpenAI's success in the region.
