Partner Development Manager - AWS

Cohere Inc.

Job Overview

Location

United States

Job Type

Full-time

Full Job Description

📋 Description

• Own the end-to-end strategy and execution of Cohere’s partner go-to-market plan with AWS, activating AWS field sales and technical teams to prioritize and deploy Cohere’s AI solutions.
• Define and drive joint go-to-market motions with AWS to co-sell Cohere’s enterprise AI products, aligning with enterprise procurement cycles and mission-critical use cases.
• Identify, recruit, and onboard high-impact partners including system integrators, distributors, resellers, ISVs, and cloud providers beyond AWS to expand market reach.
• Lead partner onboarding, certification, and enablement programs, ensuring partners are trained to sell, deploy, and support Cohere’s foundation models and end-to-end AI products effectively.
• Collaborate with enablement teams to scale partner capabilities through sales workshops, technical training, and solution play development tailored to enterprise needs.
• Generate and own joint pipeline with partners by creating co-sell motions, joint value propositions, and aligned GTM campaigns that drive enterprise ARR growth.
• Conduct quarterly business reviews (QBRs) with key partners to track sourced and influenced ARR against targets, ensuring alignment with Cohere’s strategic objectives.
• Serve as the primary liaison between partners and internal teams at Cohere, relaying partner feedback to Product, Engineering, and Legal teams to influence roadmap and compliance.
• Work with Cohere’s Public Policy teams to advise partners on government AI regulations, risk management, and responsible AI best practices in regulated industries.
• Evangelize Cohere’s vision and solutions at partner events, industry conferences, and joint customer briefings to position Cohere as a leader in responsible generative AI.
• Build thought leadership through speaking engagements, co-authored content, and collaborative initiatives with partners to amplify market presence and credibility.
• Drive business planning sessions with partners to align on growth targets, resource allocation, and joint investment priorities across enterprise verticals.
• Monitor and report on partner performance metrics, ensuring accountability and continuous improvement in partnership outcomes.
• Support the broader GTM team in identifying strategic partnership opportunities that align with regional business objectives and enterprise market trends.
• Maintain deep understanding of enterprise AI adoption trends, including LLMs, retrieval-augmented generation, and agentic workflows, to effectively articulate Cohere’s value proposition.
• Navigate complex regulatory landscapes and compliance requirements impacting AI deployment in enterprise environments.
• Travel to partner locations, customer sites, and industry events as needed to strengthen relationships and drive joint initiatives.

🎯 Requirements

• 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.
• Deep understanding of the enterprise market and key industry verticals, with proven success in driving partnerships with hyperscalers like AWS.
• Strong relationship-building and negotiation skills, with a demonstrated ability to drive partner success and co-sell motions with system integrators and global consultancies.
• Working understanding of AI technologies including LLMs, retrieval-augmented generation, and agentic workflows.
• Experience navigating complex regulatory and compliance landscapes, including AI ethics and government AI policies.
• Excellent communication and presentation skills, with the ability to evangelize technology solutions to technical and executive stakeholders across partner organizations.

🏖️ Benefits

• A weekly lunch stipend of $75/£75 or equivalent in local currency.
• Full health and dental benefits, including a separate budget for mental health.
• RRSP matching, 401K, or Pension Scheme.
• 100% parental leave top-up for up to 6 months for either parent.
• Annual enrichment benefits covering arts & culture, fitness/wellness, quality time, and workspace improvement credit, plus an education & learning stipend for conferences and courses.
• 6 weeks of paid vacation (30 working days).

Skills & Technologies

AWS

Remote

$189k-267k

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Cohere Inc.

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About Cohere Inc.

Cohere provides large language models and retrieval-augmented generation APIs for enterprise developers to embed conversational AI, search, summarization, and content generation into applications. Founded in 2021 by former Google Brain researchers, the company offers cloud and on-premise deployment, fine-tuning tools, and multilingual support to help organizations automate workflows, improve customer support, and analyze unstructured data while maintaining data privacy and security controls.

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