Partner Director, NTT Data Global

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.

Global systems integrators and technology services partners help enterprises move from AI strategy to production deployment. This role will lead OpenAI’s global partnership with NTT DATA, bringing together its consulting, technology services, systems integration, and delivery capabilities with OpenAI’s products and platform. You will build the strategy, executive alignment, and operating model needed to turn the partnership into repeatable customer and commercial impact across regions and industries.

About the Role

We are hiring a Partner Director, Global NTT Data to serve as the single accountable owner of OpenAI’s strategic relationship with NTT Data globally. You will define the partnership strategy and joint business plan, build trusted executive relationships, and activate NTT Data’s regional, industry, sales, technical, and delivery organizations to accelerate enterprise AI adoption.

This is a strategic and hands-on leadership role with responsibility for the health, performance, and long-term expansion of the partnership. You will move between senior executive engagement, joint account and opportunity strategy, solution development, field enablement, governance, and day-to-day execution. You will align global priorities with regional execution and help customers move from initial AI strategy through secure implementation, production adoption, and expansion.

The ideal candidate has led a global alliance with NTT Data or a comparable systems integrator, delivered measurable pipeline and customer outcomes, and built operating models that connect executive commitments to field behavior and successful deployments. You will bring commercial discipline, technical fluency, and the ability to align complex organizations while remaining accountable for results.

In this role, you will:

• Own the global NTT Data partnership, including alliance strategy, executive alignment, joint planning, pipeline growth, customer outcomes, delivery quality, and multi-year expansion.

• Develop and execute a joint business plan with clear priorities, investments, decision rights, regional responsibilities, milestones, and measures of success.

• Serve as OpenAI’s senior counterpart to NTT Data’s global and regional leadership. Build relationships across industry practices, consulting, sales, technology, alliance, and delivery teams to set priorities and resolve escalations.

• Translate global partnership strategy into coordinated regional execution, working with OpenAI partner sales and account teams to establish clear ownership and consistent field engagement.

• Lead joint account mapping, opportunity qualification, and strategic customer pursuits, aligning OpenAI and NTT Data teams around differentiated customer value and measurable commercial outcomes.

• Shape joint solutions and industry-specific transformation offerings that combine OpenAI capabilities with NTT Data’s consulting, integration, application, data, cloud, and managed services expertise.

• Engage with senior customer executives alongside NTT Data leaders to connect AI strategy, business priorities, implementation plans, and long-term value realization.

• Create repeatable co-sell and delivery motions covering seller engagement, technical discovery, solution validation, delivery handoffs, production readiness, and customer expansion.

• Partner with Product, Engineering, Solutions, Security, Legal, Finance, and Customer Success to remove technical, contractual, compliance, and operational blockers across priority engagements.

• Build partner capability through field enablement, technical readiness, reusable solution patterns, and clear expectations for implementation quality and customer success.

• Establish executive governance, business reviews, pipeline inspection, forecasting, performance reporting, and escalation mechanisms that create accountability across both organizations.

• Define and monitor partnership KPIs, including qualified pipeline, conversion, revenue, production adoption, customer value, partner readiness, delivery quality, and return on OpenAI investment.

• Prioritize OpenAI resources across joint opportunities based on strategic alignment, commercial potential, customer impact, delivery readiness, and repeatability.

• Work with relevant teams to establish clear standards for security, responsible AI deployment, intellectual property, and quality across joint engagements and co-developed assets.

• Represent OpenAI in senior partner, customer, and industry engagements, and help build the team capacity and operating model needed to scale the global alliance over time.

You might thrive in this role if you have:

• Significant experience leading strategic alliances, global systems integrator partnerships, ecosystem sales, business development, or enterprise GTM programs in AI, cloud, data, SaaS, or enterprise technology.

• Deep familiarity with NTT DATA or a comparable global technology services organization, including its organizational structure, commercial incentives, regional decision-making, and enterprise delivery model.

• Proven ownership of global, multi-year strategic partnerships with executive accountability and measurable pipeline, revenue, adoption, deployment, or customer outcomes.

• Experience designing and scaling joint operating models across large, matrixed organizations, including governance, account planning, resource allocation, enablement, delivery handoffs, and escalation.

• Demonstrated success shaping and advancing complex enterprise transformation opportunities, engaging senior executives, and navigating procurement, security, legal, and implementation requirements.

• Strong executive presence and the ability to earn trust with global partner leaders and customer executives while remaining close to commercial and operating details.

• Commercial judgment and experience qualifying opportunities, managing forecasts, prioritizing investments, and making clear tradeoffs across regions, industries, and customer segments.

• Technical fluency across enterprise AI, data, cloud and hybrid environments, integration, security, governance, and modern application architectures.

• Experience translating technology capabilities into differentiated industry solutions and repeatable partner-led customer engagements.

• Strong cross-functional leadership and the ability to align Sales, Solutions, Product, Engineering, Security, Legal, Finance, Marketing, Operations, and external partner teams without direct authority.

• Prior people leadership experience, with the ability to coach others, develop talent, and build team capacity as the partnership scales.

• Excellent written and verbal communication, negotiation, and executive presentation skills, with the ability to work effectively across regions and cultures.

• A builder mindset, high ownership, low ego, and comfort creating structure and momentum in an evolving environment while maintaining a consistent focus on customer value and responsible AI adoption.

What success looks like:

• OpenAI and NTT Data have a clear global partnership strategy, differentiated joint value proposition, executive governance model, and measurable business plan.

• Global and regional teams operate with clear responsibilities, shared priorities, and consistent co-sell and delivery motions.

• The partnership generates qualified pipeline and converts priority opportunities into secure production deployments with demonstrable customer value.

• Joint solutions and industry offerings become repeatable across accounts and regions, supported by growing partner sales and delivery readiness.

• OpenAI resources are directed toward the highest-impact opportunities, and the alliance delivers sustained customer adoption and commercial growth.

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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