# Partner Development Manager

**Company:** [Cohere](https://hotfix.jobs/companies/cohere)
**Location:** Remote
**Role:** Partnerships
**Experience:** 8+ years
**Skills:** Partner Development, Channel Sales, Alliance Management, Go-to-Market Strategy, Co-Selling, System Integrators, Cloud Providers, LLMs, Retrieval-Augmented Generation, Agentic Workflows, Ai Ethics, Regulatory Compliance, Arr Management, Quarterly Business Reviews
**Posted:** 2026-07-15

> Owns partner strategy, enablement, co-selling, and performance across Japan’s enterprise AI ecosystem. The role requires native-level Japanese, business English, 8+ years in technology partnerships or channel sales, and experience with enterprise customers, system integrators, hyperscalers, and responsible AI policies.

## Job Description

## Responsibilities

### Partner Strategy & Execution
- Define and execute Cohere’s partner go-to-market plan for the Japan Enterprise Market, aligned with regional business objectives.
- 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.

### Partner Onboarding & Enablement
- Lead partner onboarding, certification, and training programs so partners can sell, deploy, and manage Cohere’s solutions effectively.
- Collaborate with enablement teams on sales and technical workshops for partners in Japan.

### Pipeline Generation & Co-Selling
- Own joint pipeline generation through co-selling motions, solution plays, and strategic joint go-to-market initiatives.
- Collaborate with partners to identify and pursue high-value opportunities across key Japan segments.

### Business Planning & Performance Tracking
- Align partners with Cohere’s strategic goals and performance metrics.
- Run joint business-planning sessions and quarterly business reviews, tracking sourced and influenced ARR against targets.

### Partner Advocacy & Feedback
- Represent partner perspectives within Cohere and relay feedback to Product, Engineering, and Legal teams.
- Work with Public Policy teams to navigate Japanese government AI policies and advise partners on risk management and responsible AI practices.

### Thought Leadership & Evangelism
- Evangelize Cohere’s vision and solutions at partner and industry events.
- Build thought leadership through briefings, speaking engagements, and collaborative initiatives.

## Requirements

- Native-level Japanese and business-level English fluency.
- 8+ years of experience in partner development, channel sales, or alliance management within the technology industry.
- Track record of enterprise ARR contribution.
- Deep understanding of the Japanese enterprise market and key industry verticals.
- Strong relationship-building and negotiation skills, with a record of driving partner success.
- Ability to navigate complex regulatory and compliance landscapes, including AI ethics and government policies.
- Working understanding of AI, including LLMs, retrieval-augmented generation, and agentic workflows.
- Experience working with major system integrators, global consultancies, and hyperscalers, including joint go-to-market and co-selling motions.
- Excellent communication and presentation skills.
- Results-driven growth mindset and bias for action.
- Ability to thrive in a startup-speed environment and build and scale partner programs.

## Nice-to-have

- Experience in AI or cloud solutions.
- Existing relationship with Fujitsu.

## Compensation & Benefits

- Weekly lunch stipend of $75/£75 or equivalent in local currency.
- Full health and dental benefits, including a separate mental-health budget.
- RRSP matching, 401(k), and pension scheme.
- 100% parental-leave top-up for up to six months for either parent.
- Annual enrichment benefits for arts and culture, fitness and wellness, quality time, and workspace improvements.
- Education and learning stipend for conferences, courses, and coaching.
- Six weeks of paid vacation (30 working days).
- Travel budget for remote employees visiting other offices and an annual company offsite.
- Co-working benefit for employees not near an office.
- $500 home-office stipend.

## Similar jobs

- [Product Partnerships Lead](https://hotfix.jobs/jobs/c77c30ed-314b-49fc-be71-56cfb065aeff) - Oscilar - Remote - $185k – $223k/yr
- [Senior Partner Manager - Channels](https://hotfix.jobs/jobs/a2802573-d6de-48bf-a810-684a5a589f39) - Datadog - Mumbai, India
- [Field Partner Sales Leader](https://hotfix.jobs/jobs/29765988-6bca-4a1e-9f85-813b59f6506c) - Factory AI - Remote
- [Lead, Payer Partnerships & Strategy](https://hotfix.jobs/jobs/7ea52ae5-f5fd-443c-b301-314369909dfd) - Headway - Remote - $112k – $164k/yr
- [Senior Partner Manager - Channels](https://hotfix.jobs/jobs/a1de78a2-a314-44c2-9626-19b754232c07) - Datadog - Tokyo, Japan

**Apply:** https://hotfix.jobs/jobs/828aa19a-9dce-4504-bb3a-9aab56157c7e
**Canonical:** https://hotfix.jobs/jobs/828aa19a-9dce-4504-bb3a-9aab56157c7e