Partnerships Lead - Cyber
OpenAIRole Description & Requirements
About the Team
We are a small and fast-moving partnerships team that shapes and executes OpenAI’s most important collaborations. Your mission is to build and grow partnerships across the cybersecurity ecosystem. Reporting to the Cybersecurity Partnerships Lead, you will own a portfolio of cybersecurity technology partners and help them validate, launch, and scale solutions powered by OpenAI models and platforms.
About the Role
You are an experienced partnerships operator who combines business development, partner management, technical curiosity, and strong execution. You can manage external relationships while driving detailed cross-functional work across product, engineering, technical success, sales, marketing, legal, security, and operations. You move with urgency, follow through consistently, and are comfortable managing a portfolio in a fast-changing market.
In this role, you will:
Source, close and manage a portfolio of cybersecurity technology partners.
Identify high-value use cases across security operations, identity, cloud security, application security, threat intelligence, governance, risk, and compliance.
Develop partner plans covering integration, launch, enablement, co-marketing, co-sell, and growth.
Support partnership structuring and coordinate product, technical, commercial, legal, and security workstreams.
Help partners move from concept and technical validation to production launch and scaled customer adoption.
Run regular partner reviews, track commitments, resolve blockers, and identify expansion opportunities.
Coordinate closely with product, engineering, technical success, sales, marketing, legal, security, and operations.
Measure partner pipeline, launches, model adoption, consumption, customer outcomes, and partner health.
You might thrive in this role if you have:
8+ years of experience in partnerships, business development, alliances, partner success, or ecosystem roles.
Experience in cybersecurity, enterprise software, cloud platforms, or developer technologies.
Proven ability to manage external relationships while independently driving detailed cross-functional execution.
Technical curiosity and the ability to discuss APIs, AI models, integrations, security architecture, and enterprise requirements.
Clear, effective communication and a track record of building trust with partner and internal stakeholders.
Strong operating discipline, urgency, and consistent follow-through across multiple workstreams.
Comfort managing a portfolio and making sound tradeoffs in a fast-changing market.
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.
For additional information, please see OpenAI’s Affirmative Action and Equal Employment Opportunity Policy Statement.
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 Fair Chance Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act, for US-based candidates. For unincorporated Los Angeles County workers: we reasonably believe that criminal history may have a direct, adverse and negative relationship with the following job duties, potentially resulting in the withdrawal of a conditional offer of employment: protect computer hardware entrusted to you from theft, loss or damage; return all computer hardware in your possession (including the data contained therein) upon termination of employment or end of assignment; and maintain the confidentiality of proprietary, confidential, and non-public information. In addition, job duties require access to secure and protected information technology systems and related data security obligations.
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