ISV合作伙伴负责人
ISV Partnerships Lead
关于团队
我们是一个小型且快速推进的合作伙伴团队，负责制定并执行OpenAI最重要的合作项目。你的任务是与独立软件供应商建立并领导我们的业务，从在我们的项目中构建原生AI的公司到与OpenAI的模型和产品一起推出新产品的技术公司。你将与我们的销售和产品团队紧密合作，帮助合作伙伴构建、发布和增长差异化的产品。
关于职位
你是一位经验丰富的合作伙伴领导者，具备出色的判断力、高度的责任感和建立重要ISV关系的业绩记录。你可以建立持久的高管合作关系，领导复杂的产品和商业谈判，并在市场战略与集成、发布、采用和增长之间流畅切换。你具有高度的商业意识，技术理解能力强，能够在没有现成指南的情况下开展工作。
在这个职位上，你将：
- 制定OpenAI的ISV合作伙伴策略、优先事项、细分和业务目标。
- 在横向和纵向应用中招募并管理一系列高影响力的软件合作伙伴。
- 设计并协商涵盖产品集成、模型采用、商业条款、分发和联合上市的合作伙伴关系。
- 与战略合作伙伴共同制定联合商业计划和高管治理。
- 帮助合作伙伴从初步开发到发布、客户采用、扩展和规模化使用。
- 创建可重复使用的共同构建、共同销售、共同营销和市场机制。
- 在内部代表ISV的声音，塑造产品需求、开发者体验、经济模式和合作伙伴计划。
- 跟踪合作伙伴的管道、发布、采用、使用、客户影响和生态系统增长。
- 建立团队结构和运营模式，以推动ISV业务的增长。
如果你具备以下条件，可能会在这个职位上表现出色：
- 在技术合作伙伴关系、商务拓展、平台生态系统或企业软件领域有12年以上经验。
- 有领导战略ISV关系和协商复杂产品及商业合作的实操经验。
- 对AI平台、SaaS商业模式、云市场和企业上市策略有深刻理解。
- 有能力管理一个合作伙伴组合，同时亲自推动最具影响力的合作。
- 在合作伙伴高管以及产品、工程、销售、财务、法务和市场营销团队中具有可信度。
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About the Team
We are a small and fast-moving partnerships team that shapes and executes OpenAI’s most important collaborations. Your mission is to build and lead our business with independent software vendors, from native AI companies building in our programs to technology companies taking new products to market with OpenAI’s models and products. You will help partners build, launch, and grow differentiated products while working closely with our sales and product organizations.
About the Role
You are a senior partnerships leader with strong judgment, high ownership, and a track record of building consequential ISV relationships. You can establish durable executive partnerships, lead complex product and commercial negotiations, and move fluently from market strategy to integration, launch, adoption, and growth. You are highly commercial, technically fluent, and comfortable operating where there is no playbook.
In this role, you will:
- Define OpenAI’s ISV partnership strategy, priorities, segmentation, and business goals.
- Recruit and manage a portfolio of high-impact software partners across horizontal and vertical applications.
- Structure and negotiate partnerships spanning product integration, model adoption, commercial terms, distribution, and joint go-to-market.
- Develop joint business plans and executive governance with strategic partners.
- Help partners move from initial build to launch, customer adoption, expansion, and scaled consumption.
- Create repeatable co-build, co-sell, co-market, and marketplace motions.
- Serve as the voice of ISVs internally, shaping product requirements, developer experience, economics, and partner programs.
- Track partner pipeline, launches, adoption, consumption, customer impact, and ecosystem growth.
- Establish the team structure and operating model needed to scale the ISV business.
You might thrive in this role if you have:
- 12+ years of experience in technology partnerships, business development, platform ecosystems, or enterprise software.
- Proven experience leading strategic ISV relationships and negotiating complex product and commercial partnerships.
- Strong understanding of AI platforms, SaaS business models, cloud marketplaces, and enterprise go-to-market.
- Demonstrated ability to manage a portfolio while personally driving the highest-impact partnerships.
- Credibility with partner executives and with product, engineering, sales, finance, legal, and marketing teams.
- Strong strategic and commercial judgment, technical fluency, and comfort operating through ambiguity.
- Outstanding communication, executive presence, and cross-functional leadership in a fast-moving technology company.
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. In addition, job duties require access to secure and protected information technology systems and related data security obligations.
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At OpenAI, we believe artificial intelligence has the potential to help people solve immense global challenges, and we want the upside of AI to be widely shared. Join us in shaping the future of technology.