Partner Director, Oracle North America

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.

Strategic cloud and technology partners help enterprises adopt and scale AI within their existing technology environments. This role will lead OpenAI’s partnership with Oracle across North America, connecting Oracle Cloud Infrastructure (OCI), its field organization, and relevant technical and delivery teams with OpenAI’s products and capabilities. You will turn the global alliance strategy into a focused North America business plan and repeatable field execution that delivers customer and commercial impact.

About the Role

We are hiring a Partner Director, Oracle North America to lead OpenAI’s partner business with Oracle across the region. You will own North America joint business plan, build executive alignment, and activate Oracle and OpenAI field teams to generate qualified pipeline, win strategic opportunities, and drive successful production adoption. You will align regional priorities and execution with the global Oracle alliance strategy.

This is a strategic and hands-on leadership role. You will connect senior executive engagement with joint account planning, co-selling, solution and delivery alignment, field enablement, governance, and day-to-day execution. Success requires a strong understanding of how a large, matrixed cloud and enterprise technology organization operates, commercial discipline, technical fluency, and the ability to align teams without formal authority.

The ideal candidate has led a high-impact partnership with Oracle, built measurable pipeline and customer outcomes across North America, and knows how to turn alliance strategy into account-level execution and successful deployments.

In this role, you will:

Own North America partnership with Oracle, including regional strategy, executive alignment, joint planning, pipeline growth, customer outcomes, delivery quality, and long-term expansion, in alignment with the global alliance.

Develop and execute a North America joint business plan with clear account and industry priorities, investments, decision rights, milestones, and measures of success.

Build trusted relationships with Oracle’s North America cloud leadership, alliance teams, industry leaders, account executives, cloud architects, and customer success and delivery teams, while staying aligned with global stakeholders.

Translate executive priorities into repeatable field execution spanning account mapping, opportunity qualification, co-selling, solution development, technical engagement, delivery handoffs, and escalation.

Shape joint solutions and industry plays that connect OpenAI capabilities with OCI and relevant Oracle data, application, security, and industry capabilities, in coordination with technical and product teams.

Lead joint account planning and strategic customer pursuits with Oracle and OpenAI field teams across North America, with particular focus on complex and regulated enterprises.

Create a clear engagement model for OpenAI sellers and technical teams, including when to involve Oracle, how opportunities are qualified, who owns each step, and how channel conflict is resolved. Coordinate cloud procurement and marketplace pathways where applicable to the customer and partnership.

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 Oracle’s North America field and technical readiness through executive sponsorship, sales enablement, technical training, reusable solution patterns, and disciplined customer deployment handoffs.

Establish regional governance across executive business reviews, pipeline inspection, forecasting, milestone tracking, performance reporting, and escalation, connected to the global alliance operating model.

Set and monitor North America partnership KPIs, including qualified pipeline, conversion, production adoption, customer value, partner readiness, delivery quality, and return on OpenAI investment.

Prioritize OpenAI resources for North America 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 regional operating model and identify the team capacity needed to scale the Oracle partnership across North America.

You might thrive in this role if you have:

Significant experience leading cloud alliances, strategic technology partnerships, ecosystem sales, business development, or enterprise go-to-market programs in AI, cloud, data, SaaS, or enterprise technology.

Direct experience working with Oracle and deep familiarity with its North America cloud organization, OCI field and partner teams, seller incentives, decision-making networks, commercial model, and enterprise customer engagement motions.

A proven record of leading a multi-year partnership or regional alliance business 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 Oracle 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, OCI and cloud architectures, data platforms, integration, security, governance, and production deployment, with the ability to translate customer needs into clear technical and commercial priorities.

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 across North America.

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 Oracle have a clear North America growth strategy, differentiated joint value proposition, executive governance model, and measurable business plan aligned with the global alliance.

Oracle and OpenAI field teams across North America know when and how to engage one another, and qualified opportunities progress through a consistent co-sell and delivery motion.

The North America partnership generates qualified 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.

Oracle’s North America teams demonstrate growing readiness and accountability across selling, architecture, implementation, and