Partner Development Manager - AWS

About Cohere: Cohere is the leading security-first enterprise AI pioneer building frontier large language models (LLMs) and end-to-end conversational software solutions designed explicitly to solve complex business problems. Co-headquartered in Toronto and San Francisco with global operations hubs in New York City, London, Paris, and Seoul, Cohere is accelerating the enterprise transition from AI pilots to full scale production. We obsess over our craft, continually advancing model capabilities, retrieval-augmented generation (RAG), and agentic workflows to deliver unmatched transaction value, data privacy, and trust to leading institutions worldwide.

Position Overview

We are seeking a highly autonomous, systems-fluent, and development-oriented Partner Development Manager - AWS to drive our strategic channel-sales alliances, hyperscaler co-sell motions, and joint pipeline generation under a permanent, full-time remote configuration available in the United States and Canada (with regional hubs across New York, San Francisco, Seattle, or Toronto). Sitting within our high-velocity Revenue vertical, you will take absolute structural ownership over activating AWS field sales, cloud architects, and tech cells to deploy Cohere’s models. Shifting completely away from routine non-regulated customer support logs, basic front-end layout styling, or simple administrative spreadsheets, you will operate an active multi-tenant enterprise ARR tracking, go-to-market orchestration, and sales workshop laboratory. Partnering directly beside distributed product managers, field engineering cells, public policy teams, and global systems integrators, you will translate abstract model capabilities into high-leverage commercial victories. This position requires an alliance veteran with 8+ years of professional history who handles multi-cloud technology fields fluidly natively using Sales Representative, Project Management, and Research primitives, commands complete operational intimacy with hyperscaler marketplaces, and designs repeatable enablement playbooks independently.

Key Responsibilities

• Hyperscaler Pipeline Governance: Own and scale the AWS-sourced and AWS-influenced Cohere pipeline, activating account executives and technical teams to choose and deploy Cohere’s enterprise models natively utilizing Sales Representative strategies.
• Partner Strategy Execution: Formulate and execute Cohere’s partner go-to-market (GTM) maps across the Enterprise Market segment, aligning channel performance metrics tightly with regional ARR targets.
• Co-Sell Motion Customization: Design, calibrate, and launch strategic solution plays and joint co-sell frameworks that align Cohere’s capabilities with complex enterprise procurement cycles.
• Ecosystem Onboarding & Enablement: Lead partner certification and training programs, orchestrating sales and technical workshops to ensure distributors, resellers, and ISVs are fully equipped to position our AI stack.
• Business Planning Optimization: Lead structured joint business planning matrices and quarterly business reviews (QBRs) alongside key alliance stakeholders, tracking sourced Annual Recurring Revenue (ARR) against core milestones natively deploying Project Management guidelines.
• Cross-Functional Voice Advocacy: Act as the central voice of the partner within Cohere, synthesizing field telemetry feedback and technical gaps directly to internal Product, Engineering, and Legal divisions.
• Responsible AI Policy Synthesis: Collaborate closely beside internal Public Policy teams to navigate emerging government AI frameworks, advising partners on risk management and compliance guidelines natively leveraging Research methods.
• Thought Leadership & Evangelism: Represent Cohere’s technical vision at major enterprise industry events and briefings, positioning the company as the premier authority in responsible, enterprise-grade generative AI.

Required Skills & Qualifications

• A minimum of 8+ years of proven, successful professional experience operating within a Partner Development, Channel Sales, Alliance Management, or tech-centric business development capacity inside the enterprise technology landscape.
• Demonstrated tracking history delivering measurable, high-volume enterprise ARR contributions, preferably selling AI infrastructure, cloud-native SaaS, or data platform systems.
• Expert AI & Cloud Market Command: Grounded working comprehension of modern large language models, retrieval-augmented generation (RAG) structures, embed pipelines, and agentic workflows.
• Meticulous practical experience collaborating beside cloud hyperscalers (explicitly **AWS** frameworks), global consultancies, and top-tier systems integrators on complex joint-marketing roadmaps.
• Outstanding written, verbal, and textual presentation communication strengths in English, with an established capacity to negotiate high-value agreements and evangelize abstract concepts to executive stakeholders.
• Location Context: Position operates under remote guidelines open exclusively to qualified enterprise alliance and sales engineering authorities residing permanently within the United States or Canada (with preference for New York, San Francisco, Seattle, or Toronto).

Preferred Strategic Indicators (Nice to Have)

• Prior platform or consulting history driving partner adoption loops explicitly inside the generative AI systems, cloud-native machine learning, global cloud marketplaces, or high-security enterprise technology sectors.
• Direct operational familiarity utilizing advanced partner portal tracking tools, continuous pipeline analytics software, or agile collaboration networks.
• An adaptable, growth-focused persona characterized by a startup-speed mindset, deep critical thinking capabilities, and an uncompromised bias for action in scaling multi-tier partner networks.

What We Offer

• Top-Tier Global AI Platform Executive Remuneration Matrix: A highly competitive annual target cash base salary scale of $189,750 — $267,750 USD for candidates based in California, New York, or Washington; and $151,500 — $212,500 USD for candidates based elsewhere in the US/Canada, calibrated precisely to individual pedigree.
• 100% remote workspace infrastructure autonomy across approved hubs, with a co-working benefit option for those not near a physical office, alongside a $500 home workspace improvement credit.
• Venture Scale Artificial Intelligence Footprint: Elite professional growth milestones achieved by single-handedly blueprinting the alliance structures, co-sell paths, and AWS pipelines backing a security-first generative AI titan.
• Comprehensive health preservation benefits, featuring elite group medical and dental insurance plans alongside dedicated budgets for mental health.
• Access to uncompromised employee support structures including 6 weeks of paid vacation (30 working days), 100% parental leave top-up for up to 6 months for either parent, RRSP/401(k) financial security matching, a $75 weekly lunch stipend, and annual enrichment stipends covering arts, culture, fitness, and professional learning.