OpenAI Partner Account Manager at Avahi in New York, New York

Job description

• This is a commercial leadership role—not traditional account management. You'll grow Avahi's business across the OpenAI ecosystem by developing relationships with OpenAI sales and partner teams, creating joint opportunities, and establishing Avahi as the go-to services partner for organizations adopting OpenAI technologies. You'll report to Avahi's VP of Sales and partner closely with our Chief AI and Solutions Officer to develop go-to-market strategy, partner motions, sales plays, solution positioning, and operating model for our OpenAI business.
• You see a new partner ecosystem and immediately think about relationships to build, accounts to target, problems to solve, and motions to drive revenue. You're equally comfortable executing established strategy and bringing back insights to improve it. You're curious about AI, actively follow the technology, and can have credible conversations about OpenAI capabilities without needing to be the architect. You understand that great partner relationships bring value to both sides. Most importantly, you're excited to build something from the ground up with executive leadership and shape how Avahi approaches the OpenAI ecosystem for years to come.
• Join Avahi at the beginning of a major new chapter. OpenAI is rapidly expanding how enterprises use AI across development, knowledge work, customer experience, operations, analytics, and business processes. You'll work directly with our Chief AI and Solutions Officer to execute strategy, develop relationships, shape offerings, win lighthouse customers, and build a partner channel that becomes a meaningful part of Avahi's growth.

Responsibilities

• Channel Development
• - Own the commercial relationship between Avahi and OpenAI partner, sales, and field stakeholders
• - Develop and execute strategy for growing the OpenAI partner channel alongside leadership
• - Build relationships across the OpenAI ecosystem and establish Avahi as a trusted delivery partner
• - Collaborate on joint account plans, territory strategies, campaigns, and go-to-market initiatives
• - Identify opportunities where OpenAI teams need a services partner for production adoption
• - Develop repeatable co-sell motions that generate qualified pipeline and closed revenue
• Pipeline & Revenue
• - Own pipeline creation and revenue growth for the OpenAI channel
• - Source new opportunities directly and through OpenAI relationships
• - Work existing Avahi accounts to identify OpenAI adoption and expansion opportunities
• - Manage opportunities from discovery through qualification, solution development, proposal, negotiation, and close
• - Maintain accurate pipeline, forecasting, and partner activity in CRM systems
• - Develop account strategies for high-potential customers and drive land-and-expand motions
• - Identify opportunities to attach advisory, implementation, integration, data, AI/ML, and managed services
• Technical Acumen
• - Develop strong working knowledge of OpenAI's commercial and technical ecosystem
• - Speak confidently about ChatGPT Enterprise, ChatGPT Business, APIs, models, agents, and enterprise AI capabilities
• - Understand enterprise AI patterns: agents, retrieval, tool use, context engineering, governance, security, responsible AI
• - Translate technical capabilities into business outcomes
• - Stay current as OpenAI's products, programs, and offerings evolve
• - Work alongside Avahi technical teams when deeper architecture expertise is needed
• Customer Development
• - Engage business and technology leaders to identify where AI improves revenue, productivity, customer experience, software development, operations, or decision-making
• - Help customers move from proof-of-concept to production deployments
• - Identify use cases that demonstrate measurable business value
• - Coordinate executive briefings, workshops, demonstrations, and technical validation activities
• - Build relationships across executive and practitioner stakeholders
• Cloud Ecosystem Integration
• - Identify opportunities where OpenAI initiatives intersect with AWS, Azure, GCP, data platforms, and customer infrastructure
• - Collaborate with Avahi's AWS organization to recognize cloud modernization opportunities
• - Help customers choose architectures based on business and technical requirements
• - Find cross-sell opportunities while keeping OpenAI at the center

Requirements

• Required
• - 5+ years of enterprise technology sales, account management, partner sales, channel development, or consulting sales
• - Demonstrated success developing pipeline and closing complex technology or professional services deals
• - Experience selling solutions involving multiple customer stakeholders across business and technical organizations
• - Strong ability to build relationships with technology partners, field teams, customers, and delivery organizations
• - Ability to create opportunities rather than relying solely on inbound demand
• - Comfortable operating in entrepreneurial environments where the playbook is still being built
• - Ability to collaborate with executive leadership while independently driving field execution
• - Strong executive communication, discovery, presentation, negotiation, and relationship-management skills
• - Ability to understand technical concepts and connect capabilities to business outcomes
• - Strong ownership mentality and ability to operate independently while collaborating across teams
• - Hands-on familiarity with OpenAI ecosystem: ChatGPT Enterprise, APIs, models, agents, enterprise AI use cases
• - Experience selling generative AI, AI/ML, data, cloud, or digital transformation services
• - Existing relationships within OpenAI or the broader AI ecosystem
• - Experience building or growing new technology partner channels or go-to-market motions
• - Experience in technology partner co-sell ecosystems
• - Familiarity with AWS Partner Network
• - Experience with Azure, GCP, or other cloud ecosystems
• - Understanding of enterprise AI adoption: security, governance, data integration, change management, production deployment
• - Experience selling consulting services alongside software or platform technologies

Skills

Required

• Enterprise technology sales
• Account management
• Partner sales
• Channel development
• Consulting sales
• Pipeline development
• Complex deal closing
• Stakeholder management
• Relationship building
• Opportunity creation
• Entrepreneurial mindset
• Executive communication

Preferred

• OpenAI ecosystem familiarity
• ChatGPT Enterprise
• APIs
• Models
• Agents
• Enterprise AI use cases
• Generative AI sales
• AI/ML sales