Partner Director, HCL, Wipro & Cognizant

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, Marketing, Customer Success, and Sales to turn strategic partnerships into measurable business outcomes.

This role sits within the GTM Partnerships organization and is responsible for leading OpenAI's strategic relationships with three of the world's largest Global Systems Integrators (GSIs): HCLTech, Wipro, and Cognizant. These partners play a critical role in helping enterprise customers design, deploy, and scale AI solutions by combining OpenAI's technology with deep industry expertise, consulting capabilities, and global delivery organizations.

This role reports to the Head of GSIs and will be responsible for driving executive alignment, joint go-to-market strategy, commercial execution, and scalable partnership programs across these strategic accounts.

About the Role

We are hiring a Partner Director, HCL, Wipro & Cognizant to lead and grow three of OpenAI's most strategic Global Systems Integrator partnerships. You will own executive relationships, develop and execute joint business plans, and drive coordinated go-to-market motions that accelerate customer adoption and revenue growth.

This is a highly strategic, externally facing role that requires a blend of executive relationship management, commercial leadership, operational excellence, and ecosystem expertise. You'll work closely with OpenAI Sales, Solutions Engineering, Customer Success, Product, Marketing, Legal, Security, and partner leadership teams to build repeatable motions that generate pipeline, enable successful customer deployments, and deepen long-term strategic alignment.

The ideal candidate understands how large consulting organizations operate, has experience driving revenue through strategic partnerships, and thrives in fast-paced, highly collaborative environments where they can build new programs while scaling existing ones.

In This Role, You Will

• Own the strategic and commercial relationships with HCLTech, Wipro, and Cognizant, driving long-term partnership growth and executive alignment.

• Develop and execute joint business plans that accelerate customer acquisition, AI adoption, and revenue across enterprise accounts.

• Build scalable co-sell motions with OpenAI Sales teams, including joint account planning, pipeline generation, executive engagement, and opportunity management.

• Partner closely with alliance leaders, AI practice teams, industry leaders, and delivery organizations within each GSI to develop repeatable AI transformation offerings.

• Drive field collaboration between OpenAI Account Executives and partner sellers to increase pipeline creation, customer wins, and successful deployments.

• Establish strong operating cadence across internal and partner stakeholders through quarterly business reviews, executive governance, pipeline inspections, forecasting, and performance reporting.

• Collaborate with Product, Engineering, Solutions Engineering, Customer Success, Marketing, Security, Legal, and Commercial teams to support partner-led customer engagements and remove blockers to execution.

• Help partners build differentiated OpenAI capabilities through enablement programs, certifications, solution development, and AI practice expansion.

• Identify new market opportunities, industry solutions, and regional growth initiatives that strengthen OpenAI's position within each partner organization.

• Represent OpenAI alongside executive partner leadership in customer meetings, strategic planning sessions, conferences, and industry events.

You Might Thrive in This Role If You Have

• Significant experience leading strategic alliances, Global Systems Integrator partnerships, or ecosystem relationships within enterprise software, cloud, AI, or consulting.

• Deep familiarity with large GSIs—particularly HCLTech, Wipro, and Cognizant—and an understanding of how they operate across consulting, systems integration, managed services, and enterprise transformation.

• Experience building and executing joint go-to-market strategies that produce measurable pipeline, customer adoption, and revenue growth.

• A strong track record of influencing enterprise sales organizations and driving successful co-sell execution across complex buying cycles.

• Experience developing executive relationships across both business and technical stakeholders.

• Strong operational rigor with experience managing governance frameworks, business reviews, forecasting, pipeline health, and executive communications.

• Technical fluency and the ability to engage credibly with solution architects, AI practice leaders, delivery organizations, and engineering stakeholders without being hands-on technical.

• Experience supporting enterprise AI, cloud, SaaS, or digital transformation initiatives for large global customers.

• Excellent communication, negotiation, and executive presentation skills.

• A builder mindset with the ability to create scalable partnership programs, solve ambiguous problems, and drive execution across multiple stakeholders.

• The ability to thrive in a fast-moving, high-growth environment while balancing strategic thinking with operational excellence.

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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