Partner Development Manager

This is a fully remote position, open to applicants in California, +2 more states.

📋 Description

• Develop and implement Cohere’s partner-go-to-market strategy for the Enterprise Market, ensuring alignment with regional business goals.

• Collaborate with the broader GTM team to identify and onboard high-impact partners, including system integrators, distributors, resellers, ISVs, and cloud providers.

• Cultivate relationships with key stakeholders within the partner ecosystem to guarantee partnership success.

• Oversee partner onboarding, certification, and training initiatives to equip partners for effectively selling, deploying, and managing Cohere’s solutions.

• Work alongside enablement teams to enhance partner training through sales and technical workshops, empowering partners to provide value to enterprise customers.

• Manage joint pipeline generation by developing co-sell strategies, solution plays, and strategic joint go-to-market initiatives that align Cohere’s offerings with enterprise mission requirements and procurement processes.

• Collaborate with partners to identify and pursue high-value business opportunities.

• Ensure partners align with Cohere’s strategic objectives and performance indicators.

• Facilitate joint business planning sessions and quarterly business reviews (QBRs) with partners to track sourced and influenced ARR against targets.

• Act as the partner advocate within Cohere, providing feedback to Product, Engineering, and Legal teams.

• Collaborate with Cohere's Public Policy teams to navigate government AI regulations, guiding partners on risk management and responsible AI best practices.

• Promote Cohere’s vision and solutions at partner and industry events, establishing Cohere as a leader in responsible GenAI within the market.

• Foster thought leadership through briefings, speaking engagements, and collaborative projects.

⛳️ Requirements

• 8+ years of experience in partner development, channel sales, or alliance management within the technology sector, ideally in AI or cloud solutions, with a proven record of contributing to enterprise ARR.

• In-depth knowledge of the enterprise market and key industry sectors.

• Exceptional relationship-building and negotiation abilities, demonstrated by a history of driving partner success.

• Proficient in navigating complex regulatory and compliance environments, including AI ethics and government policies.

• Working knowledge of AI concepts (LLMs, retrieval-augmented generation, agentic workflows).

• Experience collaborating with major system integrators, global consultancies, and hyperscalers, including joint GTM and co-sell initiatives.

• Outstanding communication and presentation skills, capable of advocating for Cohere’s vision to partners and industry stakeholders.

• Results-oriented mindset with a proactive approach. You thrive in a fast-paced startup environment and enjoy developing and scaling partner programs.

🏝️ Benefits

• A weekly lunch stipend of $75/£75 or its equivalent in local currency.

• Comprehensive health and dental benefits, along with a separate budget for mental health support.

• RRSP matching, 401K, and Pension Scheme options.

• 100% parental leave top-up for up to 6 months for either parent.

• Annual enrichment benefits covering arts & culture, fitness/wellness, quality time, and workspace improvement credits.

• Education and learning stipend for conferences, courses, and coaching opportunities.

• 6 weeks of paid vacation (30 working days!).

• Budget for travel to other offices if you are remote, along with an annual company offsite.