Partner Director GSIs - Cognizant and Infosys

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 supports OpenAI’s strategic partnerships with Global Systems Integrators (GSIs). 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 report into the Head of GSIs and will focus specifically on driving partnership strategy, execution, and growth with Cognizant and Infosys. This role will be hybrid based in our San Francisco office. About the Role We are hiring a Partner Director GSIs — Cognizant & Infosys to help lead and scale OpenAI’s strategic relationships with two of our most important Global Systems Integrator partners. You will be responsible for managing day-to-day partnership execution, building joint go-to-market motions, enabling field collaboration, and helping drive customer adoption through coordinated sales, delivery, and transformation initiatives. This role is highly cross-functional and externally facing, requiring strong relationship management, operational rigor, and the ability to navigate complex enterprise ecosystems. You will work closely with Sales, Solutions, Product, Marketing, Legal, Security, and partner stakeholders to translate strategic partnership priorities into measurable business outcomes. The ideal candidate combines strong alliances or GSI partnership experience with excellent executive communication skills, operational discipline, and a deep understanding of how large consulting and transformation organizations operate globally. In this role, you will: - Own the operational and commercial relationship management for Cognizant and Infosys partnerships, helping drive growth, execution, and long-term strategic alignment. - Partner closely with the Head of GSIs to execute partnership strategies, business plans, governance models, and growth initiatives. - Build and manage joint GTM motions with Sales, Solutions, and Marketing teams, including account mapping, pipeline generation, field enablement, executive engagement, and customer pursuits. - Coordinate closely with partner alliance leaders, solution teams, and delivery organizations to accelerate OpenAI adoption across enterprise transformation initiatives. - Support the development of repeatable AI solution offerings, implementation motions, and industry-specific use cases with partner teams. - Drive field-level collaboration between OpenAI sellers and partner account teams to increase pipeline creation, customer adoption, and successful deployments. - Establish strong operating cadence across internal and external stakeholders, including business reviews, pipeline tracking, executive updates, and escalation management. - Collaborate with Product, Engineering, Solutions, Security, Legal, and Commercial teams to support partner-led customer engagements and ensure alignment on technical, compliance, and commercial requirements. - Help enable partner organizations through training, readiness programs, certifications, and solution alignment to strengthen OpenAI expertise within Cognizant and Infosys practices. - Monitor partnership performance against defined goals and KPIs, identify bottlenecks, and proactively drive improvements across execution and delivery. - Represent OpenAI in executive and customer-facing engagements alongside partner stakeholders. You might thrive in this role if you have: - Significant experience managing strategic alliances, GSI partnerships, channel relationships, or enterprise ecosystem partnerships within enterprise software, cloud, consulting, or AI. - Strong familiarity with large Global Systems Integrators, particularly Cognizant and Infosys, and an understanding of how they operate across enterprise transformation, delivery, and managed services organizations. - Experience building and executing joint GTM motions that drive measurable pipeline, customer adoption, and revenue impact. - Strong cross-functional collaboration skills and the ability to align Sales, Solutions, Product, Marketing, Legal, and partner stakeholders around shared goals. - Strong operational discipline with experience managing business reviews, governance structures, pipeline management, and executive communications. - Technical and product fluency with the ability to engage credibly with technical, delivery, and architecture stakeholders without needing to be hands-on technical. - Experience supporting enterprise AI, cloud, SaaS, or digital transformation initiatives with large global customers. - Excellent communication, relationship management, and executive presentation skills. - Comfort operating in fast-moving, highly ambiguous environments while maintaining strong attention to detail and execution quality. - A builder mindset with the ability to scale processes, programs, and partnerships in a rapidly evolving market. Compensation Range: $297K - $440K USD 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 https://cdn.openai.com/policies/eeo-policy-statement.pdf. 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. 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