Partner Development Manager - AWS
$190k - $268k • Remote • United States • FullTime
Posted 1mo ago
About the job
Cohere is seeking a Partner Development Manager for the Enterprise Market to drive the adoption of cutting-edge AI technologies through strategic partnerships. This role is crucial in transforming the enterprise landscape by empowering businesses with innovative AI solutions. You will work closely with leading enterprises, system integrators, and technology partners to co-create value, expand market reach, and deliver impactful AI solutions tailored to unique business needs. This is a high-impact role where you'll shape the future of AI partnerships at the intersection of technology, business, and policy, driving growth while ensuring responsible AI adoption.
Responsibilities
- Own AWS-sourced and AWS-influenced Cohere pipeline by activating AWS field sales and technical teams.
- Define and execute Cohere’s partner-go-to-market plan for the Enterprise Market.
- Identify and recruit high-impact partners across system integrators, distributors, resellers, ISVs, and cloud providers.
- Develop relationships with key stakeholders across the partner ecosystem.
- Lead partner onboarding, certification, and training programs.
- Scale partner enablement through sales and technical workshops.
- Own joint pipeline generation by creating co-sell motions, solution plays, and strategic joint go-to market motions.
- 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.
- Serve as the voice of the partner within Cohere, relaying feedback to Product, Engineering, and Legal teams.
- Work with Public Policy teams to navigate government AI policies and advise partners on responsible AI best practices.
- Evangelize Cohere’s vision and solutions at partner and industry events.
- Build thought leadership through briefings, speaking engagements, and collaborative initiatives.
Requirements
- 8+ years of experience in partner development, channel sales, or alliance management within the tech industry, preferably in AI or cloud solutions.
- Track record of enterprise ARR contribution.
- Deep understanding of the enterprise market and key industry verticals.
- Strong relationship-building and negotiation skills.
- 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.
- Results-driven growth mindset and bias for action.
- Experience in a start-up-speed environment and scaling partner programs.