Partner Development Manager

Cohere is the leading security-first enterprise AI company. We build cutting-edge foundation AI models and end-to-end products that are designed to solve real-world business problems. We are a global technology company headquartered in Toronto with key offices in London, New York City, San Francisco, Montreal, Paris, Berlin and Seoul.

Adoption of AI is moving rapidly from pilots to production. Enterprises are investing in generative-AI programs, creating a once-in-a-decade market inflection point. At Cohere, we’re committed to transforming the enterprise landscape through strategic partnerships and innovative AI solutions. As a Partner Development Manager for the Enterprise Market, you’ll be at the heart of our mission to empower businesses across the region with cutting-edge AI technologies.

This role is perfect for someone who thrives in a dynamic, cross-cultural environment and is passionate about driving growth through collaboration. You’ll work closely with leading enterprises, system integrators, and technology partners to co-create value, expand market reach, and deliver impactful AI solutions tailored to the unique needs of businesses.

• Owns AWS-sourced and AWS-influenced Cohere pipeline — 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 success of the partnership.
• Lead partner onboarding, certification, and training programs to ensure partners are equipped to sell, deploy and manage Cohere’s solutions effectively.
• Collaborate with enablement to scale partner enablement through sales and technical workshops, empowering them to deliver value to enterprise customers.
• Own joint pipeline generation by creating co-sell motions, solution plays, and strategic joint go-to market motions that align Cohere’s capabilities with enterprise mission needs and procurement cycles.
• Collaborate with partners to identify and pursue high-value opportunities
• Ensure partners are aligned with Cohere’s strategic goals and performance metrics.
• Run joint business planning sessions and quarterly business reviews (QBRs) with partners, 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 Cohere's Public Policy teams to navigate government AI policies to advise partners on risk management and responsible AI best practices.
• Evangelize Cohere’s vision and solutions at partner and industry events, positioning Cohere as a leader in responsible GenAI for the market.
• Build thought leadership through briefings, speaking engagements, and collaborative initiatives.

• 8+ 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. You thrive in a start-up-speed environment and enjoy building and scaling partner programs.

• A weekly lunch stipend of $75/£75 or equivalent in your local currency for lunch.
• Full health and dental benefits, including a separate budget for mental health.
• RRSP matching, 401K, Pension Scheme.