Partner Development Manager - AWS

Who are we? 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’re training and deploying frontier models for enterprises who are building AI systems. We believe that our work is instrumental to the widespread adoption of AI and we are looking for folks that want to be part of that. We obsess over what we build. Each one of us is responsible for contributing to increasing the capabilities of our models and the value they drive for our customers. Cohere is a team of researchers, engineers, designers, and more, who are all passionate about their craft. We are a global technology company co-headquartered in Toronto and San Francisco, with key offices in London, New York City, Montreal, Seoul, Germany and Paris. Join us! Why this role? 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. Your work will directly contribute to our success. You’ll have the opportunity to shape partnerships that drive digital transformation, foster innovation, and position Cohere as a leader in the AI ecosystem. If you’re a strategic thinker, a relationship builder, and eager to make a meaningful impact in one of the world’s most dynamic markets, this role is your chance to shape the future of AI. As our Partner Development Manager you will own the success of our partner relationships. Key responsibilities include: Partner Strategy & Execution 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. 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. Why You’ll Love This Role This is a high-impact role where you’ll shape the future of AI partnerships. You’ll work at the intersection of technology, business, and policy, driving growth while ensuring responsible AI adoption. If you’re passionate about building strategic alliances, driving innovation, and making a difference in one of the world’s most dynamic markets, this is the role for you. 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. 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. 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. For candidates based in California, New York and Washington States, the compensation range is: $189,750 – $267,750 For candidates based elsewhere in the US, the compensation range is: $151,500 – $212,500 Full-Time Employees at Cohere enjoy these Perks: 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. 100% Parental Leave top-up for up to 6 months, for either parent. Annual enrichment benefits: Arts & culture, fitness/wellness, quality time, and a workspace improvement credit. Education & learning stipend for conferences, courses, and coaching. 6 weeks of paid vacation (30 working days!) Budget for traveling to other offices if you are remote, plus an annual company offsite. 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. If any of the above doesn’t line up exactly with your experience, we still encourage you to apply. We strive to create an inclusive work environment for all; we welcome applicants from all backgrounds and are committed to providing equal opportunities. Should you require any accommodations during the recruitment process, please submit an Accommodations Request Form, and we will work together to meet your needs. We may use AI-enabled tools to screen and assess applicants against the criteria for this position. This helps our recruiters identify potentially qualified candidates, but it doesn't limit the applications our recruiters may review or consider.