Partner Development Manager - Middle East

About Cohere

Our mission is to scale intelligence to serve humanity. We're training and deploying frontier models for developers and enterprises who are building AI systems to power magical experiences like content generation, semantic search, RAG, and agents. We believe that our work is instrumental to the widespread adoption of AI.

Role Overview

As a Partner Development Manager for the Middle East Enterprise Market, you'll lead strategic partnerships with leading enterprises, system integrators, and technology providers, co creating AI driven solutions that address the region's unique challenges and opportunities. This role is perfect for a visionary leader who thrives in a dynamic, cross cultural environment and is passionate about driving growth through collaboration.

Responsibilities Partner Strategy & Execution

• Define and execute Cohere's partner go to market plan for the Middle East 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.

Partner Onboarding & Enablement

• 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 the Middle East through sales and technical workshops, empowering them to deliver value to enterprise customers.

Pipeline Generation & Co Selling

• 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 the Middle East.

Business Planning & Performance Tracking

• 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.

Partner Advocacy & Feedback

• 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 the government's AI policies and advise partners on risk management and responsible AI best practices.

Thought Leadership & Evangelism

• Evangelize Cohere's vision and solutions at partner and industry events, positioning Cohere as a leader in responsible GenAI in the Middle East market.
• Build thought leadership through briefings, speaking engagements, and collaborative initiatives.

Qualifications

• 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 Middle East enterprise market and key industry verticals with existing relationships with government entities, enterprises and partners in the region.
• 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. Proficiency in Arabic preferred (but not required).
• Results driven growth mindset and bias for action. Thrives in a start up speed environment and enjoys building and scaling partner programs.

Why You'll Love This Role

This is a high impact role where you'll shape the future of AI partnerships in the Middle East. You'll work at the intersection of technology, business, and policy, driving growth while ensuring responsible AI adoption. If you're passionate about building strategic alliances, driving innovation, and making a difference in one of the world's most dynamic markets, this is the role for you.

Benefits

• An open and inclusive culture and work environment.
• Work closely with a team on the cutting edge of AI research.
• Weekly lunch stipend, in office lunches & snacks.
• Full health and dental benefits, including a separate budget to take care of your mental health.
• 100% parental leave top up for up to 6 months.
• Personal enrichment benefits towards arts and culture, fitness and well being, quality time, and workspace improvement.
• Remote flexible, offices in Toronto, New York, San Francisco, London and Paris, as well as a co working stipend.
• 6 weeks of vacation (30 working days).

EEO Statement

We value and celebrate diversity and are committed to creating an inclusive work environment for all. We welcome applicants from all backgrounds and are committed to providing equal opportunities. Should you require any accommodations during the recruitment process, please submit an Accommodations Request Form, and we will work together to meet your needs.