Partner Development Manager

Role Overview

• Define and execute Cohere’s partner-go-to-market plan for the Japan 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 Japan 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 Japan segments
• 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 Japanese 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 Japanese market.
• Build thought leadership through briefings, speaking engagements, and collaborative initiatives.

Requirements

• Native-level Japanese and business-level English fluency
• 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 Japanese 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. Existing relationship with Fujitsu preferred.
• 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

Tech Stack

• Cloud

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.