政府事务客户总监
岗位摘要
负责澳新公共部门重点客户组合，并依据国际战略在亚太地区开发精选优先机会；制定并执行全面的客户计划，涵盖任务优先级、利益相关者、采购路径、合作伙伴、用例、风险及长期扩展机会；推动复杂机会完成全销售周期，包括管道生成、发现、资格确认、捕获、商业策略、谈判、关闭、采用和扩展
岗位职责
- 负责澳新公共部门重点客户组合，并依据国际战略在亚太地区开发精选优先机会
- 制定并执行全面的客户计划，涵盖任务优先级、利益相关者、采购路径、合作伙伴、用例、风险及长期扩展机会
- 推动复杂机会完成全销售周期，包括管道生成、发现、资格确认、捕获、商业策略、谈判、关闭、采用和扩展
- 引导公共部门客户完成AI采用旅程，帮助其识别负责任的高影响力用例，并将任务成果与OpenAI能力及局限相连接
- 在政府领导、最终用户、技术团队、政策与安全利益相关者及内部产品工程伙伴之间进行翻译，清晰沟通需求、进展、风险和依赖关系
- 作为客户责任领导，确保 engagements 与明确成果、客户里程碑、采用指标和商业承诺保持一致，并与技术专家紧密协调
- 与合作伙伴团队、全球及区域系统集成商、云与技术提供商、本地交付伙伴、经销商和战略国际伙伴合作，塑造联合追求、部署模式和采购路径
- 制定捕获策略、竞争定位、胜利主题、团队决策和提案叙述，反映澳新及相关亚太市场条件
- 驾驭公共部门采购、招标、安全、数据驻留、合规和主权要求
任职要求
- 具备高级销售或客户管理经验，有公共部门或政府领域背景者优先
- 能够建立与政府高层领导的信任关系，并管理复杂利益相关者网络
- 具备全周期复杂销售经验，包括管道生成、谈判和关闭
- 理解AI技术及其在政府场景中的应用，能够将任务需求映射到技术能力
- 出色的判断力、高管风范和本地市场洞察力
- 能够在无日常指导的情况下，在战略、发现、捕获、采购、交付治理和关系管理之间灵活切换
- 具备跨职能协作能力，能够与销售、解决方案、合作伙伴、技术成功、法律、安全、政策等部门有效合作
- 熟悉公共部门采购流程、安全、数据驻留、合规和主权要求
加分项
- Deep relationships across Australian Commonwealth, state and territory, defence, national security, or other sensitive public-sector communities.
- Experience building or working through local system-integrator, reseller, cloud-provider, or strategic-partner ecosystems.
- Experience leading AI, digital, technology, or business-transformation initiatives from use-case shaping through deployment and adoption.
- Familiarity with public-sector AI governance, responsible AI, cybersecurity, data sovereignty, and assurance requirements.
- Experience developing opportunities across more than one APAC market and adapting to different political, cultural, regulatory, and procurement contexts.
- Engineering, technical, policy, or operational experience that helps you translate complex AI capabilities into credible public-sector outcomes.
- You will thrive in this role if you
- Are customer-centric. You work to understand public institutions’ missions and constraints deeply, and help them achieve meaningful outcomes with AI.
- Are a strategist. You think years ahead, balance ANZ priorities with a broader APAC perspective, and align internal and external stakeholders around a clear point of view.
- Are a builder. You create repeatable account, partner, capture, and delivery practices that can scale while adapting to local requirements.
- Have strong judgement. You can navigate sensitive environments, incomplete information, competing priorities, and responsible-use considerations with integrity and composure.
- Are technically curious. You can learn quickly, engage credibly with specialists, and translate frontier AI capabilities, limitations, and trade-offs for government audiences.
- Care about public mission impact. You want to help governments use AI responsibly and effectively in ways that improve outcomes for the communities they serve.
- About OpenAI
- For additional information, please see OpenAI’s Affirmative Action and Equal Employment Opportunity Policy Statement https://cdn.openai.com/policies/eeo-policy-statement.pdf.
- 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.
- To notify OpenAI that you believe this job posting is non-compliant, please submit a report through this form https://form.asana.com/?d=57018692298241&k=5MqR40fZd7jlxVUh5J-UeA. No response will be provided to inquiries unrelated to job posting compliance.
- We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made via this link https://form.asana.com/?k=bQ7w9h3iexRlicUdWRiwvg&d=57018692298241.
福利待遇
- 具有竞争力的薪酬和福利
- 混合办公模式，悉尼办公室每周3天
- 灵活的工作安排，可选择远程办公（堪培拉）
- 参与前沿AI技术应用，对公共部门产生积极影响
- 与跨职能团队合作，获得职业发展机会