Partnerships Director, BCG EMEA

Job description

About the Team OpenAI’s GTM Partnerships team builds a strategic, global partner ecosystem to accelerate customer success, enable responsible enterprise AI adoption, and drive durable growth in support of OpenAI’s mission. We work cross-functionally across Sales, Solutions, Product, Engineering, Security, Legal, Finance, Marketing, Operations, and Customer Success to translate strategic partnerships into measurable outcomes for customers. Global consulting and technology partners help enterprises move from AI strategy to production deployment. This role will lead OpenAI’s partnership with Boston Consulting Group (BCG) across Europe, the Middle East, and Africa (EMEA), bringing together BCG’s industry, consulting, technology, and delivery expertise with OpenAI’s products and capabilities. You will turn the global alliance strategy into a focused EMEA business plan and repeatable field execution that delivers customer and commercial impact. About the Role The Partner Director, BCG EMEA will lead OpenAI’s partner business with BCG across the region. You will own the EMEA joint business plan, build executive alignment, and activate BCG and OpenAI field teams to generate qualified pipeline, win strategic opportunities, and drive successful production adoption. You will align regional priorities and execution with the global BCG alliance strategy. 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 professional-services 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 BCG, built measurable pipeline and customer outcomes across EMEA, and knows how to turn alliance strategy into account-level execution and successful deployments. In this role, you will: - Own the EMEA partnership with BCG, including regional strategy, executive alignment, joint planning, pipeline growth, customer outcomes, delivery quality, and long-term expansion, in alignment with the global alliance. - Develop and execute an EMEA joint business plan with clear account and industry priorities, investments, decision rights, milestones, and measures of success. - Build trusted relationships with BCG’s EMEA leadership, industry and functional leaders, 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 products and capabilities with BCG’s consulting, technology, data, security, governance, and delivery strengths. - Lead joint account planning and strategic customer pursuits with BCG and OpenAI field teams across EMEA, with particular focus on complex and regulated enterprises. - Create a clear engagement model for OpenAI sellers and technical teams, including when to involve BCG, 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 BCG’s EMEA field and delivery readiness through executive sponsorship, sales enablement, technical training, reusable solution patterns, and disciplined delivery handoffs. - Establish regional governance across executive business reviews, pipeline inspection, forecasting, milestone tracking, performance reporting, and escalation, connected to the global alliance operating model. - Set and monitor EMEA partnership KPIs, including qualified pipeline, conversion, production adoption, customer value, partner readiness, delivery quality, and return on OpenAI investment. - Prioritize OpenAI resources for EMEA opportunities with the greatest strategic value, commercial potential, customer impact, delivery readiness, and repeatability. - Represent OpenAI in senior partner, customer, and industry engagements with clarity, sound judgment, and strong executive presence. - Build the regional operating model and identify the team capacity needed to scale the BCG partnership across EMEA. You might thrive in this role if you have: - Significant experience leading strategic alliances, GSI, or advisory partnerships, ecosystem sales, business development, or enterprise go-to-market programs in AI, cloud, data, SaaS, or enterprise technology. - Direct experience working with BCG and deep familiarity with its EMEA organiza