Why This Job is Featured on The SaaS Jobs
### Why this Role is Featured on The SaaS Jobs
Strategic alliances with Global Systems Integrators have become a primary route to enterprise SaaS adoption, especially for complex platforms that require advisory, implementation, and ongoing change management. This role stands out because it sits at the intersection of product-led innovation and partner-led delivery, translating a cutting-edge AI platform into repeatable enterprise outcomes through firms like Cognizant, Infosys, and Wipro.
From a SaaS career perspective, the work builds durable operating muscles that transfer across partnership-heavy businesses: designing governance, setting shared metrics, and aligning field execution with product and security constraints. It also offers exposure to how enterprise SaaS scales beyond direct sales by codifying use cases, enablement, and delivery patterns that partners can run consistently across regions and accounts.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
About the Team
OpenAI’s GTM Partnerships team builds a strategic, global partner ecosystem to accelerate customer success, enable enterprise AI adoption, and drive durable growth in support of OpenAI’s mission toward AGI. We work cross-functionally across Product, Engineering, Security, Legal, and GTM to deliver strong partner outcomes through disciplined strategy and execution.
This role sits within Partnerships/GTM and will lead OpenAI’s strategy and execution with Global Systems Integrators such as Cognizant, Infosys and Wipro. These partnerships are critical to helping enterprise customers adopt, implement, and scale OpenAI’s products through trusted advisory, transformation, and delivery channels.
This role will be hybrid based in our San Francisco office.
About the Role
We are hiring a Head of Growth GSIs - Cognizant Infosys & Wipro to lead and scale OpenAI’s partnerships with Global Systems Integrators. You will be responsible for building strategic relationships with leading GSI partners, translating shared priorities into scalable partnership motions, and driving customer adoption through joint go-to-market, solution development, and delivery enablement.
This leader will operate as the single accountable owner for a portfolio of high-impact GSI partnerships, setting direction, establishing operating cadence, and aligning internal and partner stakeholders to deliver measurable business outcomes. Success in this role requires strong executive presence, sound judgment, and the ability to navigate complex, global, cross-functional partnerships across GTM, product, solutions, legal, security, and partner organizations.
In this role, you will:
Own and grow OpenAI’s strategic partnerships with International GSIs, with accountability for partnership health, adoption, revenue impact, and long-term growth.
Define the partnership strategy and priorities for GSIs, including joint business plans, goals, execution roadmaps, and success metrics.
Establish and run a durable operating model, including governance, executive alignment, escalation paths, business reviews, and execution cadence.
Build and drive joint GTM plans with Sales, Solutions, and Marketing teams, including field enablement, solution positioning, demand generation, and coordinated customer execution.
Partner with Solutions, Product, and Engineering teams to identify repeatable enterprise use cases, delivery motions, and implementation patterns that help customers successfully adopt OpenAI products at scale.
Collaborate with Security, Legal, Privacy, and Commercial teams to ensure appropriate trust, compliance, and commercial frameworks for partner-led work.
Enable GSI partners to build OpenAI expertise across advisory, implementation, transformation, and managed services practices.
Track performance against clear metrics, identify bottlenecks, and drive continuous improvement across partnerships, programs, and field execution.
Represent OpenAI with senior partner executives, driving alignment, resolving issues, and expanding partnership scope over time.
Travel regularly to international locations such as India
You might thrive in this role if you have:
Significant experience leading strategic GSI, alliances, or channel partnerships in enterprise software, cloud, consulting, or AI.
Deep familiarity with Global Systems Integrators and how they operate across global enterprise customers, transformation programs, and delivery organizations.
A track record building and scaling partnerships from early-stage strategy through executive alignment, field activation, delivery enablement, and measurable business impact.
Strong technical and product fluency, with the ability to partner effectively with Solutions, Product, Engineering, and Security teams without needing to be the hands-on implementer.
Experience navigating enterprise requirements related to security, privacy, governance, compliance, and commercial models in partner-led initiatives.
Exceptional cross-functional leadership and the ability to drive alignment across Sales/GTM, Solutions, Product, Engineering, Legal, and partner organizations.
Strong executive presence, negotiation capability, and comfort operating in fast-moving, ambiguous environments.
Clear, concise communication skills with experience producing decision-ready memos, joint plans, executive updates, and partnership business reviews.
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.
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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