Partner Development Manager

Key Responsibilities

• Own AWS-sourced and AWS-influenced Cohere pipeline by activating AWS field sales and technical teams to select and deploy Cohere.
• Define and execute Cohere’s partner go-to-market plan for the Enterprise Market, aligning with regional business objectives.
• Partner with the broader GTM team to identify and recruit high-impact partners across system integrators, distributors, resellers, ISVs, and cloud providers.
• Develop relationships with key stakeholders across the partner ecosystem to ensure partnership success.
• Lead partner onboarding, certification, and training programs to equip partners to sell, deploy, and manage Cohere’s solutions.
• Collaborate on scaling partner enablement through sales and technical workshops.
• Own joint pipeline generation by creating co-sell motions, solution plays, and strategic joint go-to-market motions aligned with enterprise needs.
• Collaborate with partners to identify and pursue high-value opportunities.
• Ensure partners align with Cohere’s strategic goals and performance metrics.
• Run joint business planning sessions and quarterly business reviews (QBRs), tracking sourced and influenced ARR against targets.
• Serve as the voice of the partner within Cohere, relaying feedback to Product, Engineering, and Legal teams.
• Work with Public Policy teams to navigate government AI policies and advise partners on risk management and responsible AI best practices.
• Evangelize Cohere’s vision and solutions at partner and industry events.
• Build thought leadership through briefings, speaking engagements, and collaborative initiatives.

Requirements

• 8+ years experience in partner development, channel sales, or alliance management within the tech industry, preferably in AI or cloud solutions, with a track record of enterprise ARR contribution.
• Deep understanding of the enterprise market and key industry verticals.
• Strong relationship-building and negotiation skills, with a track record of driving partner success.
• Ability to navigate complex regulatory and compliance landscapes, including AI ethics and government policies.
• Working understanding of AI (LLMs, retrieval-augmented generation, agentic workflows).
• Experience working with major system integrators, global consultancies, and hyperscalers including joint GTM and co-sell motions.
• Excellent communication and presentation skills, with the ability to evangelize Cohere’s vision to partners and industry stakeholders.
• Results-driven growth mindset and bias for action; thrives in a start-up-speed environment and enjoys building and scaling partner programs.

Nice-to-Haves

• Experience in the AI or cloud solutions space.
• Familiarity with government AI policies and responsible AI practices.

Compensation and Benefits

Compensation

• California, New York, and Washington States: $189,750 – $267,750
• Elsewhere in the US: $151,500 – $212,500 (The salary range reflects expected base compensation; actual offered will depend on location, level, knowledge, skills, education, and experience.)

Benefits

• Weekly lunch stipend of $75/£75 or local equivalent.
• Full health and dental benefits, including separate mental health budget.
• RRSP matching, 401K, or Pension Scheme.
• 100% Parental Leave top-up for up to 6 months.
• Annual enrichment benefits for arts & culture, fitness/wellness, quality time, and workspace improvement.
• Education & learning stipend for conferences, courses, and coaching.
• 6 weeks of paid vacation (30 working days).
• $500 home office stipend.
• Co-working benefit for remote employees.
• Budget for traveling to other offices if remote, plus annual company offsite.