About the Role
Cohere is a leading security-first enterprise AI company building cutting-edge foundation AI models and end-to-end products for real-world business problems. They are focused on training and deploying frontier models for enterprises building AI systems, aiming for widespread AI adoption. The company comprises researchers, engineers, and designers, passionate about their craft, and is co-headquartered in Toronto and San Francisco with global offices. This role focuses on the rapidly expanding adoption of AI in Europe, where enterprises are significantly investing in generative AI. As a Partner Development Manager for the Europe Enterprise Market, you will be crucial in transforming the European enterprise landscape through strategic partnerships and innovative AI solutions. The position demands a dynamic, cross-cultural individual passionate about driving growth through collaboration, working with leading enterprises, system integrators, and technology partners to co-create value and deliver impactful AI solutions tailored for European businesses. This is a key strategic market for Cohere, and the role offers the opportunity to shape partnerships that drive digital transformation, foster innovation, and establish Cohere as an AI leader in Europe.
Responsibilities
- Define and execute Cohere’s partner-go-to-market plan for the Europe Enterprise 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, and cloud providers.
- Develop relationships with key stakeholders across the partner ecosystem to ensure success of the partnership.
- Lead partner onboarding, certification, and training programs to ensure partners are equipped to sell, deploy and manage Cohere’s solutions effectively.
- Collaborate with enablement to scale partner enablement in Europe through sales and technical workshops, empowering them to deliver value to enterprise customers.
- 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 procurement cycles.
- Collaborate with partners to identify and pursue high-value opportunities across key Europe.
- Ensure partners are aligned with Cohere’s strategic goals and performance metrics.
- 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 European government AI policies to advise partners on risk management and responsible AI best practices.
- Evangelize Cohere’s vision and solutions at partner and industry events, positioning Cohere as a leader in responsible GenAI for the European market.
- Build thought leadership through briefings, speaking engagements, and collaborative initiatives.
Requirements
- 8+ 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 European enterprise market and key industry verticals.
- Strong relationship-building and negotiation skills, with a track record of driving partner success.
- 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, with the ability to evangelize Cohere’s vision to partners and industry stakeholders.
- Results-driven growth mindset and bias for action. You thrive in a start-up-speed environment and enjoy building and scaling partner programs.
Qualifications
Fluency in at least one European language in addition to English (German preferred) is a plus.
Benefits
- 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: Arts & culture, fitness/wellness, quality time, and a workspace improvement credit. Education & learning stipend for conferences, courses, and coaching.
- 6 weeks of paid vacation (30 working days!)
- Budget for traveling to other offices if you are remote, plus an annual company offsite.
- Cohere is remote-friendly. We have offices in Toronto, San Francisco, New York City, London, Paris, Montreal, and more coming soon.
- For those in the office: a daily lunch program, plenty of snacks, and regular community and social events.
- For those not near an office: a co-working benefit so you can work alongside others in your city.
- Everyone receives a $500 home office stipend to set up your workspace properly.