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Partner Director - AWS Alliance Partnership, Japan

Hybrid

Part remote, part office, you need to live within commuting distance of a named location.

Hybrid · Tokyo, Japan

Employer listed it 3 months ago · Added 3 weeks ago

Been open since 3 months ago. Long-running listings are sometimes left up after the role is filled.

Salary

Not stated

Location

Hybrid · Tokyo, Japan

Timezone

APAC

Contract

Full-time

Experience

Lead

Category

Sales

The employer did not publish a salary, and we have too few comparable roles to estimate one.

What the advert says

Quoted word for word from the employer's advert. Where it says nothing, we say so.

Working hours
Not mentioned in the advert
Where you can work from
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…
Contract
Not mentioned in the advert
Experience asked for
8+ years of experience in partnerships, cloud alliances, ecosystem sales, business development, consulting partnerships, or related GTM roles within SaaS, cloud, AI, or platform businesses.
Pay
Not mentioned in the advert

Remote flexibility

Hybrid

This role is only partly remote, the employer expects time in the office around Tokyo, Japan, Hybrid, so you need to live within commuting distance.

What the employer says

  • Source listing states candidate location: "Tokyo, Japan, Hybrid"
  • Listing mentions "Hybrid"

What Nomaders makes of it

  • Not suitable if you plan to move between countries

The quotes above are the employer's own words; the reading is ours. Always check the original listing and employment terms before working from another country.

Before you apply

Experience: employer states

Written as a requirement

  • “Direct AWS alliance experience required.”
  • “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.”

Questions worth asking: Nomaders interpretation

  • This role involves office time, but the advert does not say how often. Ask how many days a week are expected on site.
  • No pay is stated. Ask for the salary range before investing time in interviews.
  • The advert does not say whether this is employment or a contractor arrangement. Ask, as it affects tax and benefits.

Produced automatically from this advert's text; not reviewed by a person. The employer's own page is the final word.

About the role

About the Team

OpenAI’s GTM Partnerships team builds a strategic global partner ecosystem designed to accelerate customer success, support secure AI adoption, and drive growth in support of OpenAI’s mission. We collaborate closely across Sales, Technical Success, Product, Marketing, Operations, and leadership teams to turn strategic partnerships into durable commercial outcomes.

Within that ecosystem, AWS is one of OpenAI’s most strategic partners. Our opportunity extends beyond the direct alliance relationship: we aim to enable AWS teams and the surrounding services-partner ecosystem to build, deliver, and scale OpenAI-powered solutions on AWS infrastructure.

Success requires close collaboration across AWS Japan alliance and field teams, AWS-focused SI practices, cloud architects, field sellers, delivery leaders, OpenAI’s Japan Partner Director, and OpenAI GTM teams. It requires strong operating discipline, scalable co-sell execution, and the ability to translate a strategic alliance into measurable customer outcomes.

About the Role

We are hiring a Partner Director to shape and execute OpenAI’s AWS alliance partnership in Japan. This person will own the direct relationship with AWS Japan while mobilizing AWS Japan field teams and the broader services-partner ecosystem around high-value customer opportunities.

This is a hands-on individual-contributor role operating through influence in Japan. You will work alongside OpenAI’s Japan Partner Director to develop Japan GTM strategies, drive joint account planning, coordinate AWS-related opportunities, and operationally manage selected cross-functional initiatives.

You will build and own the Japan GTM strategy with AWS, translating the alliance into repeatable OpenAI and AWS solutions, field playbooks, governance structures, and co-sell motions that can be adopted across Japan’s customer segments and GTM teams. The right candidate combines alliance leadership with a builder’s mindset and the ability to move comfortably between executive engagement and detailed execution.

In this role, you will:

Jointly shape and execute the Japan AWS alliance strategy and annual operating plan with the Japan Partnerships Lead and Japan GTM leaders.

Own the AWS Japan alliance relationship and coordinate with AWS Japan field teams alongside OpenAI’s Japan Partner Director.

Build trusted relationships with AWS alliance leaders, sales teams, technical teams, cloud architects, industry leaders, and delivery stakeholders.

Develop joint account plans and drive co-sell execution across AWS Japan, OpenAI’s Japan Partner Director, OpenAI Sales teams, and services partners.

Identify, shape, and accelerate qualified AWS-related opportunities and customer engagements.

Mobilize AWS-focused practices within systems integrators, consulting firms, and specialist services partners.

Help partners develop repeatable OpenAI offerings, reference architectures, delivery methodologies, and GTM motions aligned with AWS infrastructure and services.

Drive operating discipline across AWS ACE, Marketplace, partner programs, funding mechanisms, pipeline tracking, partner attribution, and deal-progression workflows.

Build and run the AWS governance model in Japan, including pipeline reviews, operating cadences, executive business reviews, milestone tracking, and escalation management.

Develop scalable sales plays, enablement materials, field communications, and engagement strategies that Japan GTM teams and partners can reuse.

Lead or support contracting where appropriate, coordinating with OpenAI’s Japan Partner Director and legal, finance, and leadership teams.

Aggregate feedback from AWS stakeholders, services partners, customers, and OpenAI Japan GTM teams and translate it into recommendations for Product, Operations, Marketing, and GTM leadership.

Coordinate with Marketing on AWS-related launches, campaigns, enablement activities, and events.

Represent OpenAI with executive presence in AWS, partner, customer, and market-facing conversations.

Travel regularly within Japan, with occasional travel to the United States.

Requirements

  • ·Direct AWS alliance experience required.
  • ·Detailed knowledge of APN onboarding, ACE, AWS Marketplace, funding models, and AWS co-sell workflows required.
  • ·8+ years of experience in partnerships, cloud alliances, ecosystem sales, business development, consulting partnerships, or related GTM roles within SaaS, cloud, AI, or platform businesses.
  • ·Significant experience building and scaling hyperscaler-alliance motions in Japan.
  • ·Established relationships across the AWS Japan alliance, sales, and technical organizations.

Benefits

No benefits package published with this listing. Ask about it at first interview.

How to apply

  1. 1Check the flexibility label above, hybrid, matches where you plan to live and work.
  2. 2Tailor your CV to the role at OpenAI, mentioning your remote working experience and working hours (APAC).
  3. 3Apply directly on the employer's careers page using the button below. Nomaders never handles your application.

Found 20d ago. Last checked today. Always confirm the details on the original posting, salary and location can change after publication.

Listing sourced from Company boards.

Pay not stated · You'll be taken to the employer's careers page.