Partner Director, Oracle North America

Job Description 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. About the Role We are hiring a Partner Director, Oracle North America to lead OpenAI's partner business with Oracle across the region. You will own North America joint business plan, build executive alignment, and activate Oracle and OpenAI field teams to generate qualified pipeline, win strategic opportunities, and drive successful production adoption. Responsibilities Own North America partnership with Oracle, including regional strategy, executive alignment, joint planning, pipeline growth, customer outcomes, delivery quality, and long-term expansion, in alignment with the global alliance. Develop and execute a North America joint business plan with clear account and industry priorities, investments, decision rights, milestones, and measures of success. Build trusted relationships with Oracle's North America cloud leadership, alliance teams, industry leaders, account executives, cloud architects, and customer success and delivery teams, while staying aligned with global stakeholders. Translate executive priorities into repeatable field execution spanning account mapping, opportunity qualification, co-selling, solution development, technical engagement, delivery handoffs, and escalation. Shape joint solutions and industry plays that connect OpenAI capabilities with OCI and relevant Oracle data, application, security, and industry capabilities, in coordination with technical and product teams. Lead joint account planning and strategic customer pursuits with Oracle and OpenAI field teams across North America, with particular focus on complex and regulated enterprises. Create a clear engagement model for OpenAI sellers and technical teams, including when to involve Oracle, how opportunities are qualified, who owns each step, and how channel conflict is resolved. Partner with Product, Engineering, Solutions, Security, Legal, Finance, and Commercial teams to support complex customer engagements and remove technical, contractual, compliance, and operational blockers. Build Oracle's North America field and technical readiness through executive sponsorship, sales enablement, technical training, reusable solution patterns, and disciplined customer deployment handoffs. Establish regional governance across executive business reviews, pipeline inspection, forecasting, milestone tracking, performance reporting, and escalation, connected to the global alliance operating model. Set and monitor North America partnership KPIs, including qualified pipeline, conversion, production adoption, customer value, partner readiness, delivery quality, and return on OpenAI investment. Prioritize OpenAI resources for North America opportunities with the greatest strategic value, commercial potential, customer impact, delivery readiness, and repeatability. Represent OpenAI in senior partner, customer, and industry engagements with clarity, sound judgment, and strong executive presence. Build the regional operating model and identify the team capacity needed to scale the Oracle partnership across North America. Requirements Significant experience leading cloud alliances, strategic technology partnerships, ecosystem sales, business development, or enterprise go-to-market programs in AI, cloud, data, SaaS, or enterprise technology. Direct experience working with Oracle and deep familiarity with its North America cloud organization, OCI field and partner teams, seller incentives, decision-making networks, commercial model, and enterprise customer engagement motions. A proven record of leading a multi-year partnership or regional alliance business with measurable pipeline, revenue, adoption, deployment, or customer outcomes. Experience designing and scaling joint operating models across large, matrixed organizations, includin