Partner Development Manager - AWS
Why this role?
A 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.
Key responsibilities
Own the success of our partner relationships.
Partner Strategy & Execution: Owns AWS-sourced and AWS-influenced Cohere pipeline — activates 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.
Partner Onboarding & Enablement: 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.
Pipeline Generation & Co-Selling: 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.
Business Planning & Performance Tracking: 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.
Partner Advocacy & Feedback: 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.
Thought Leadership & Evangelism: 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.
What We're Looking For
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.
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.
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.
Cohere is committed to fair and transparent pay practices.
The salary range listed for this role reflects the expected base compensation. Actual compensation offered will be determined by factors such as location, level, job-related knowledge, skills, education, and experience.
How And Where We Work
Cohere is remote-friendly. We have offices in Toronto, San Francisco, New York City, London, Paris, Montreal, and more coming soon.
For those in the office: a daily lunch program, plenty of snacks, and regular community and social events.
For those not near an office: a co-working benefit so you can work alongside others in your city.
Everyone receives a $500 home office stipend to set up your workspace properly.