Partner Development Manager – Public Sector

Cohere

full-time

Posted on: 9/20/2025

Origin: • 🇺🇸 United States • District of Columbia, Washington

✨ AI Apply

SeniorLead

CloudCyber Security

About the role

Define and execute Cohere’s public-sector partner-go-to-market plan, focusing on system integrators, distributors, resellers, ISVs, and cloud providers serving U.S. government and allied customers
Recruit, onboard, and certify partners to deploy and manage Cohere’s North platform and foundational LLMs
Own joint pipeline generation: create co-sell motions, solution plays, and capture strategies that map Cohere capabilities to agency mission needs and procurement cycles
Drive partner enablement through sales and technical workshops
Run QBRs and joint business planning, tracking sourced and influenced ARR against targets
Serve as the voice of the partner back to Cohere Product, Engineering, and Legal—including feedback on security controls, export-compliance, and AI-ethics requirements
Navigate government AI policy to advise partners on risk management and responsible-AI best practices
Evangelize Cohere at partner and industry events and briefings to build thought leadership in responsible GenAI for the public sector

8+ years in public-sector partner, alliances, or capture roles within AI/ML, cloud, or cybersecurity domains, with a track record of enterprise ARR contribution
Deep knowledge of U.S. federal procurement and contracting vehicles, plus experience negotiating teaming agreements and managing proposal responses
Understanding of the Industrial and Technological Benefits Policy in Canada and experience in FVEY and NATO partner GTM motions
Working understanding of GenAI (LLMs, retrieval-augmented generation, fine-tuning, agentic workflows)
Familiarity with AI policy and ethics frameworks and how they translate into secure development life-cycles
Existing relationships and/or a DoD Secret (or ability to obtain) clearance—critical for classified GenAI engagements
Technical fluency and storytelling: can demo a chatbot prototype, sketch a data-flow diagram, and brief executives
Growth mindset and bias for action; ability to build programs from zero to one