Partner Development Manager - Middle East

• 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
• 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
• 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
• 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 the government’s 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 in the Middle East market
• Build thought leadership through briefings, speaking engagements, and collaborative initiatives

• 8+ years 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
• Results-driven growth mindset and bias for action. You thrive in a start-up-speed environment and enjoy building and scaling partner programs

Proficiency in Arabic preferred (but not required)

• 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!)