交易策略，EMEA
Deal Strategy, EMEA
关于该职位
OpenAI 正在寻找一位经验丰富的、亲自参与的商业策略专家，以支持 EMEA 地区的交易策略，同时亲自塑造和执行一些最复杂且影响深远的商业机会。随着人工智能在组织运营中变得越来越重要，将复杂的产品和商业结构转化为清晰、有说服力的客户叙事是一种战略优势。
这是一个专注于建立和执行 EMEA 交易策略的直接贡献者角色。你将直接与销售团队和跨职能合作伙伴合作，制定交易策略，构建商业方案，开发价值叙事和商业案例，并通过合同完成支持谈判。
你还将从单个交易中提炼见解和模式，形成实用的框架、工具和资源，以提高现场交易执行的质量、一致性和可扩展性。
该职位与销售、定价、交易办公室、战略、收入运营、财务、产品和法律部门紧密合作，帮助 OpenAI 快速推进，提升提案质量，并有效应对复杂的商业机会。
在该职位中，你将：
- 直接与 EMEA 客户团队合作，处理复杂、高价值和战略性机会，从最初的交易策略到客户提案、谈判和交易完成。
- 制定交易策略，综合客户优先事项、商业考虑、竞争定位和 OpenAI 更广泛的业务目标。
- 创建面向高管和 CFO 的提案、ROI 分析、价值叙事和商业案例，用于高度复杂或首创性的交易。
- 通过展示建议、商业案例和所提议商业方案背后的逻辑，支持关键客户和高管对话。
- 构建并维护实用的 ROI 框架、计算器、提案模板和价值叙事，使客户团队可以在各种机会中应用。
- 为可扩展的交易支持机制做出贡献，包括谈判指南、交易诊所、办公时间以及结构化的需求收集流程。
- 与定价、交易办公室、财务、产品、法律、收入运营、赋能和战略团队合作，确保交易建议反映当前产品、商业指导和业务重点。
- 将战略性和定制化交易中的经验转化为可重复使用的资源，以提高速度和一致性
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About the Role
OpenAI is seeking a senior, hands-on commercial strategist to support Deal Strategy across EMEA while personally shaping and executing some of our most complex and high-impact commercial opportunities. As AI becomes increasingly important to how organizations operate, the ability to translate sophisticated products and commercial structures into clear, compelling customer narratives is a strategic advantage.
This is a hands-on individual contributor role focused on establishing and executing the EMEA Deal Strategy motion. You will work directly with sellers and cross-functional partners to shape deal strategy, structure commercial approaches, develop value narratives and business cases, and support negotiations through contractual closure.
You will also translate insights and patterns from individual deals into practical frameworks, tools, and resources that improve the quality, consistency, and scalability of deal execution across the field.
This role partners closely with Sales, Pricing, Deal Desk, Strategy, Revenue Operations, Finance, Product, and Legal to help OpenAI move quickly, strengthen proposal quality, and navigate complex commercial opportunities effectively.
In this role, you will:
- Partner directly with EMEA account teams on complex, high-value, and strategic opportunities, from initial deal strategy through customer proposal, negotiation, and deal closure.
- Develop deal strategies that bring together customer priorities, commercial considerations, competitive positioning, and OpenAI’s broader business objectives.
- Create executive- and CFO-ready proposals, ROI analyses, value narratives, and business cases for highly complex and/or first-of-kind deals.
- Support critical customer and executive conversations by presenting recommendations, business cases, and the rationale behind proposed commercial approaches.
- Build and maintain practical ROI frameworks, calculators, proposal templates, and value narratives that account teams can apply across opportunities.
- Contribute to scalable deal-support mechanisms, including negotiation playbooks, deal clinics, office hours, and structured intake processes.
- Partner with Pricing, Deal Desk, Finance, Product, Legal, Revenue Operations, Enablement, and Strategy to ensure deal recommendations reflect current products, commercial guidance, and business priorities.
- Turn lessons from strategic and bespoke deals into reusable resources that improve speed, consistency, and seller productivity.
- Apply AI to improve deal workflows and scalability through tools such as automated deal briefs, knowledge retrieval, guided proposal development, and self-service resources.
- Identify recurring themes across strategic deals and share insights that can inform future commercial approaches, field motions, products, and policies.
You might thrive in this role if you have:
- 8+ years of experience in deal strategy, strategic sales, strategic pricing, commercial strategy, or a related function, ideally with regional or multi-market scope.
- Experience partnering directly with sales teams on highly complex, high-value, or first-of-kind commercial opportunities.
- A track record of personally developing deal strategies, customer proposals, ROI models, or business cases that advanced commercial outcomes.
- Strong communication and storytelling skills, with the ability to translate complex products and commercial concepts into clear, compelling customer narratives.
- Financial and analytical rigor, including experience developing ROI analyses and executive- or CFO-ready materials.
- Experience collaborating across Sales, Finance, Product, Legal, Pricing, and Operations to navigate complex commercial decisions.
- Strong judgment and the ability to bring structure and clarity to ambiguous or highly bespoke commercial situations.
- A hands-on, execution-oriented working style and comfort operating directly with account teams and customers in fast-moving deal cycles.
- Familiarity with using AI to improve workflows, scale expertise, and increase productivity.
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.
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