This individual contributor role sits at the intersection of data and AI strategy, industry transformation, and executive relationship-building, working closely with C-level leaders to drive multi-year change on the data platform while representing real-world needs back into Databricks.

Key responsibilities include:

• Building and maintaining trusted-advisor relationships with C-level executives in large US-based and global accounts, especially in highly regulated industries.
• Cultivating a strong social and professional network across customer executives, boards, key industry bodies, and partners.
• Shaping executive thinking on modern data and AI architectures, with emphasis on Lakehouse and data platform modernization as the primary lever for long-term Gen AI impact.
• Leading C-level briefings, strategy sessions, and multi-day workshops that connect business outcomes, regulatory constraints, and operating model change to concrete Databricks-based roadmaps.
• Serving as a deep technical counterpart in the field, maintaining L200–L300 proficiency across Databricks products and being able to credibly engage architects, data engineers, and data scientists on solution design and trade-offs.
• Generalizing patterns from the field into reusable reference architectures, industry blueprints, and best practices for regulated industries, and sharing them through blogs, webinars, whitepapers, and conference keynotes.
• Orchestrating the broader ecosystem (cloud providers, GSIs, consultancies, ISVs) around customer objectives, ensuring Databricks is at the center of multi-year transformation programs rather than isolated projects.
• Partnering with Account Executives, Solutions Architects, Industry Leads, and Product Specialists to drive complex, multi-year sales cycles, securing platform decisions and expansions while influencing ACV and consumption growth.
• Providing structured, prioritized feedback from strategic customers into Product, Engineering, and Field leadership to influence product roadmap, especially around data, governance, security, and regulated-industry requirements.
• Mentoring senior Field Engineering and industry-focused talent, contributing to a pipeline of principal- and CTO-level leaders and codifying ways of working for complex, regulated accounts.

Requirements include:

• 15+ years of experience spanning enterprise technology and consulting, including leading or advising on multi-year data platform and analytics transformations in large, complex organizations.
• Significant time spent inside a large enterprise software or cloud company in roles that required navigating matrixed organizations and driving change at scale, combined with direct industry exposure rather than a career spent solely in horizontal software.
• Experience in or with regulated industries, with familiarity with regulatory and compliance considerations affecting data and AI platforms.
• A background that blends hands-on technology and architecture work on data platforms and analytics, organizational and operating model change, executive consulting or advisory, and proven ability to operate as a highly credible peer to C-level executives.
• Strong, proactive networker who is naturally curious about which associations, councils, and forums matter for a given customer set, and who uses those networks to create new executive entry points and opportunities.
• Demonstrated longevity and impact in prior roles, with evidence of building and sustaining long-term customer relationships and programs rather than frequent short stints.

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The ideal candidate has experience supporting construction projects, managing contractor sourcing, coordinating bids, and working cross-functionally with engineers, and project teams to ensure projects are delivered on time and within budget.

This role will play a key part in supporting new facility development and expansion projects as Shield AI continues to scale.

Responsibilities:

• Lead sourcing and procurement activities for construction and facility expansion projects, including contractor selection, bid management, and vendor negotiations.

• Partner with Facilities, Engineering, and Operations teams to support the development and build-out of new manufacturing and engineering facilities.

• Manage RFPs/RFQs for construction vendors, general contractors, and specialty subcontractors, evaluating proposals based on cost, capability, and schedule.

• Negotiate pricing, contracts, and project terms with construction suppliers and service providers.

• Coordinate with site selection partners, project managers, and internal stakeholders to ensure procurement activities align with project timelines.

• Manage purchase orders, contracts, and supplier performance within the company's ERP system (Deltek Costpoint).

• Track project procurement milestones, delivery schedules, and contractor performance to support successful project execution.

• Support the development of standard procurement processes for construction and capital project sourcing.

• Ensure vendor compliance with company policies and procurement standards.

Requirements:

• 3–7 years of experience in procurement, sourcing, or supply chain, with exposure to construction, facilities, or capital project procurement.

• Experience sourcing or managing suppliers for construction projects, facility expansions, or infrastructure development.

• Familiarity with general contractors, subcontractors, and construction bid processes (RFP/RFQ).

• Strong negotiation skills with the ability to manage supplier pricing, contracts, and project terms.

• Excellent organizational and project coordination skills.

• Strong communication skills with the ability to collaborate across engineering, operations, and project teams.

• Proficiency in Microsoft Excel and procurement systems or ERP platforms.

Preferences:

• Experience supporting manufacturing facility construction, plant expansions, or engineering lab build-outs.

• Background working with general contractors, or construction project teams.

• Experience sourcing capital equipment, tooling, or facility infrastructure.

• Experience working in aerospace, defense, manufacturing, or high-tech environments.

• Familiarity with Deltek Costpoint or other ERP systems used for procurement.

• Knowledge of FAR/DFARS or compliance-driven procurement environments.

Why This Role is Unique:

• Opportunity to support major facility expansion projects as Shield AI continues to grow.

• Work closely with engineering, facilities, and leadership teams to help build the infrastructure supporting next-generation autonomous systems.

• Join a fast-growing company where procurement professionals can directly impact large-scale projects and operational growth.

Salary: $65,000 - $105,000 a year

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About the Team

OpenAI’s AI Success Engineer team partners with the world’s most ambitious organisations to translate cutting-edge AI into real business value. We guide customers from first deployment through scaled enterprise adoption. Our work spans technical integration and enablement, workflow transformation, and sustained program and product delivery.

About the Role

The AI Success Engineer role is the primary post-sales point of contact for OpenAI’s most important customers. You are responsible for driving account health and adoption, ensuring technical readiness, identifying new use cases, and delivering measurable value to our customers with OpenAI’s ambitiously growing platform.

This role blends technical depth, program management, customer advisory, and product influence. You will partner deeply with customer teams, map workflows, lead configuration, oversee deployment plans, and guide customers toward high-impact use cases that showcase the full value of our platform.

In this role, you will:

• Lead the technical relationship for post-sale customers and act as their trusted advisor on deployment, adoption, and value realisation

• Own account health, adoption velocity, and ongoing technical deployment and success across your portfolio

• Be an expert in all of OpenAI products across our API and agentic platform, Codex, ChatGPT Enterprise, and more and conduct technical enablement and configuration sessions across them

• Identify and validate use cases by embedding with customer teams to understand workflows and pain points

• Lead account level coordination across multiple workstreams, including new product activation, change management, and customer rollout and deployment planning

• Build strong relationships with executive sponsors and technical stakeholders and help align business goals with OpenAI capabilities

• Translate customer objectives into an actionable adoption roadmap with clear sequencing, milestones, and KPIs

• Partner with Solutions Architecture, Product, Engineering and Research by surfacing customer feedback, field patterns, and technical blockers and act as a cross-functional navigator who keeps teams aligned, informed, and moving toward customer outcomes

• Guide value realisation and measure impact through baselines, KPI definition, and post-deployment reporting

• Facilitate workshops on use case design, adoption best practices, champion building, and internal enablement

• Help drive expansions by identifying high-leverage opportunities where OpenAI’s platform can power new workflows or lines of business

• Serve as the technical advisor for existing customer implementations by guiding and optimising account setup, configuration, etc.

You’ll thrive in this role if you:

• 8+ years of experience in technical customer-facing roles such as technical account management, technical GenAI consulting or deployment roles, solutions architecture, technical delivery leadership, customer architecture or engineering, or other deep technical enterprise adoption work

• Deep, hands-on operational knowledge of OpenAI product capabilities, APIs, SDKs, connectors, and common integration patterns and able to explain model behaviour, limitations, techn

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