Partner Director, IBM North America at OpenAI · LumiJobs

Responsibilities

We are hiring a Partner Sales Director to own IBM’s North America co-sell execution and measurable contribution to OpenAI growth. You will translate the global IBM partnership strategy into a prioritized regional business plan, activate IBM and OpenAI account teams, and drive qualified pipeline, closed business and sustained production adoption in partnership with sales, technical and delivery leaders.
This is a strategic and hands-on leadership role. You will connect senior executive engagement with joint account planning, co-selling, solution and delivery alignment, field enablement, governance, and day-to-day execution. Success requires a strong understanding of how a large, matrixed services and technology organization operates, commercial discipline, technical fluency, and the ability to align teams without formal authority.
The ideal candidate has led a high-impact partnership with IBM, built measurable pipeline and customer outcomes across North America, and knows how to turn partnership GTM strategy into account-level execution and successful deployments.
Own North America partner sales and GTM with IBM, including regional strategy, executive alignment, joint planning, pipeline growth, customer outcomes, delivery-readiness coordination and escalation, 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 across IBM Consulting, IBM Technology, North America industry and regional leadership, alliance teams, client account leaders, sales organizations, architects, and delivery leaders, 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 combine OpenAI capabilities with IBM’s consulting, technology, hybrid cloud, data, security, governance, and delivery strengths.
Lead joint account planning and strategic customer pursuits with IBM 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 IBM, 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 IBM’s North America field and delivery readiness through executive sponsorship, sales enablement, technical training, reusable solution patterns, and disciplined delivery handoffs.

Partner Director, IBM North America

Responsibilities

Qualification

Required

Company

OpenAI

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