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Join Cohere as a Partner Development Manager to drive AI partnerships in the DACH region, focusing on public sector and enterprise markets. Shape the future of AI through strategic alliances and innovative solutions.
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 headquartered in Toronto with key offices in London, New York City, San Francisco, Montreal, Paris, Berlin and Seoul. Join us!
Key Responsibilities
#### Partner Strategy & Execution
- Define and execute Cohere's partner go-to-market plan for the Enterprise & Public Sector 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, cloud providers, and public sector consultancy firms.
- Develop relationships with key stakeholders across the partner ecosystem, including government agencies, municipalities, and public sector institutions, to ensure partnership success.
#### Partner Onboarding & Enablement
- Lead partner onboarding, certification, and training programs to ensure partners are equipped to sell, deploy and manage Cohere's solutions effectively for both commercial and public sector customers.
- Collaborate with enablement to scale partner enablement through sales and technical workshops, empowering them to deliver value to enterprise customers and government agencies.
#### 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 public sector procurement cycles.
- Collaborate with partners to identify and pursue high-value opportunities in both commercial and government contracts.
#### Business Planning & Performance Tracking
- Ensure partners are aligned with Cohere's strategic goals and performance metrics, including public sector compliance and reporting requirements.
- 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 and regulations to advise partners on risk management and responsible AI best practices for the public sector.
#### Thought Leadership & Evangelism
- Evangelize Cohere's vision and solutions at partner and industry events, positioning Cohere as a leader in responsible GenAI for both commercial and public sector markets.
- Build thought leadership through briefings, speaking engagements, and collaborative initiatives focused on AI in government and public services.
What We're Looking For
- 8+ years of 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 and public sector partnerships.
- Deep understanding of public sector organizations, government agencies, and municipal institutions, plus the enterprise market and key industry verticals.
- Strong relationship-building and negotiation skills, with a track record of driving partner success in both commercial and public sector environments.
- Experience and demonstrated depth with Sovereign Cloud GTM.
- Ability to navigate complex regulatory and compliance landscapes, including AI ethics, government policies, and public sector procurement requirements.
- Working understanding of AI (LLMs, retrieval-augmented generation, agentic workflows) and their applications in enterprise and public sector contexts.
- Experience working with major system integrators, global consultancies, hyperscalers, and public sector technology partners including joint GTM and co-sell motions.
- Excellent communication and presentation skills, with the ability to evangelize Cohere's vision to partners, government stakeholders, and industry organizations.
- Results-driven growth mindset and bias for action. You thrive in a start-up-speed environment and enjoy building and scaling partner programs across commercial and public sectors.
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:
- 6 weeks of paid vacation (30 working days!)
- Budget for traveling to other offices if you are remote, plus an annual company offsite.