Partnerships Lead - Cyber

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. 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.

Responsibilities

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.

Requirements

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.