Partner Director – AWS Alliance Partnership (Japan)

About the role

We are hiring a Partner Director to shape and execute OpenAI’s AWS alliance partnership in Japan. The role owns the direct relationship with AWS Japan and mobilises AWS field teams and the broader services‑partner ecosystem around high‑value customer opportunities. It is a hands‑on individual‑contributor position that works closely with OpenAI’s Japan Partner Director and GTM leaders.

Key responsibilities

• Jointly define and implement the Japan AWS alliance strategy and annual operating plan with the Japan Partnerships Lead.
• Own the AWS Japan alliance relationship, coordinating with AWS field teams, sales, technical, and delivery stakeholders.
• Develop joint account plans and drive co‑sell execution across AWS Japan, OpenAI sales, and services partners.
• Build repeatable OpenAI‑AWS solutions, reference architectures, and field playbooks for the Japanese market.
• Establish and run the AWS governance model in Japan, including pipeline reviews, executive business reviews, and escalation management.

Required profile

• 8+ years of experience in partnerships, cloud alliances, ecosystem sales or related GTM roles within SaaS, cloud, AI or platform businesses.
• Direct AWS alliance experience with deep knowledge of APN onboarding, ACE, AWS Marketplace, funding models and co‑sell workflows.
• Proven record of driving measurable partner‑sourced opportunities and scaling hyperscaler‑alliance motions in Japan.
• Strong ability to engage C‑suite, cloud leaders and senior business stakeholders in commercially and technically informed conversations.

Required skills

• AWS
• APN (AWS Partner Network)
• AWS Marketplace
• ACE (AWS Competency Enablement)
• Cloud architecture
• Artificial Intelligence (AI) solutions
• SaaS business models