Partner Development Manager

Who you are

• This role is perfect for someone who thrives in a dynamic, cross-cultural environment and is passionate about driving growth through collaboration
• 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 including the public sector, this role is your chance to shape the future of AI
• If you're passionate about building strategic alliances, driving innovation, and making a difference in one of the world's most dynamic markets including the public sector, this is the role for you
• 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
• This role is ideal for someone who enjoys working in a dynamic, cross-cultural environment and wants to make a meaningful impact on how AI transforms both businesses and public services
• If any of the above doesn’t line up exactly with your experience, we still encourage you to apply

What the job involves

• As a Partner Development Manager for Germany and the DACH Region focused on the Public Sector & Enterprise Market, you'll be at the heart of our mission to empower businesses and government entities across the region with cutting-edge AI technologies
• You'll work closely with leading enterprises, system integrators, technology partners, and public sector organizations to co-create value, expand market reach, and deliver impactful AI solutions tailored to the unique needs of businesses and government agencies
• Your work will directly contribute to our success. You'll have the opportunity to shape partnerships that drive digital transformation in both commercial and public sectors, foster innovation, and position Cohere as a leader in the AI ecosystem
• 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
• 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
• 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
• 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
• 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
• 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
• This is a high-impact role where you'll shape the future of AI partnerships in both commercial and public sectors. You'll work at the intersection of technology, business, and policy, driving growth while ensuring responsible AI adoption across enterprises and government organizations
• The Berlin location provides access to a vibrant tech ecosystem with strong connections to European public sector initiatives and government partnerships

Benefits

• Six weeks’ paid vacation
• Equity / stock options
• RRSP, 401(k), and Pension Scheme contributions
• Coverage for 100% of your insurance premiums across health, dental, vision, and travel
• Additional coverage for accessing mental health providers/services
• Six months of fully paid parental leave, including adoption and surrogacy
• Financial support for egg freezing and IVF in Canada and the UK
• A monthly fitness and wellness allowance
• Globally dispersed company that supports a remote work culture
• A $2,000 annual education benefit for professional development
• A weekly stipend for meals when working remotely and catered lunch when working from one of our global offices
• A monthly arts and culture allowance
• A monthly quality time allowance