Cohere

Head of Global Partner Ecosystem

Cohere

full-time

Posted on:

Location Type: Hybrid

Location: Toronto • Canada

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Job Level

Lead

Tech Stack

Cloud

About the role

  • Define and own the Cohere Partner Program and resale models across all partner types, partnering with Finance on the commercial structure.
  • Hold full accountability for partner-sourced and partner-influenced ARR, pipeline contribution, and deal velocity.
  • Translate the GTM partner strategy into a clear, measurable operating plan with quarterly and annual milestones tied to Cohere's revenue goals.
  • Lead, develop, and scale an existing team of senior Partner Development Managers (North America-based, global coverage) and regional Partner Managers across EMEA, APAC, and the Americas.
  • Set clear targets, performance expectations, and career development plans for the partnerships team.
  • Build the operational infrastructure — cadences, playbooks, partner success metrics — that enables a high-performing global team to execute consistently.
  • Own the relationships with Cohere's most strategic GSI partners including co-sell programs, practice development, and joint pipeline.
  • Drive GSI practice activation: enablement programs, certification paths, joint solution development, and co-marketing investments.
  • Drive co-sell and marketplace motions with CSP marketplaces in close coordination with the sales team — expanding Cohere's reach and accelerating deal cycles through cloud partner ecosystems.
  • Collaborate with the business development team to manage the GTM investment in hyperscaler partner programs, optimizing for joint pipeline and marketplace revenue.
  • Extend Cohere's platform value and create pull-through revenue opportunities with key partners.
  • Develop and manage reseller and VAR partnerships for markets where a channel-first motion drives the most efficient revenue growth.
  • Partner closely with Finance, Sales, Customer Experience, Product, and Marketing to develop joint GTM assets, integration certifications, and partner-ready playbooks.
  • Represent Cohere at key partner QBRs, executive briefings, and industry events globally.

Requirements

  • 12+ years of experience in technology partnerships, channel sales, or alliances, with a demonstrable track record of scaling a partner program to material revenue contribution — not just relationship management.
  • Proven experience owning a partner-sourced or partner-influenced revenue number at VP or senior director level; you have been accountable to the Executive team for partnership ARR.
  • Deep expertise managing GSI relationships at a senior level — you have built practices, run co-sell programs, and navigated the hierarchies of large global consulting firms.
  • Hands-on experience with hyperscaler co-sell and marketplace programs
  • Experience building and leading global or multi-regional partner teams — you understand how to localize GTM motions without losing strategic coherence.
  • Strong commercial instincts — you know how to structure partner deals, design incentive programs, and hold partners accountable to joint commitments.
  • Executive presence and comfort presenting joint business plans at the C-suite level, both internally and with partners.
  • Experience scaling a partner ecosystem through a high-growth or pre-IPO stage at a technology company.
  • Experience in AI, cloud infrastructure, data platforms, or enterprise software.
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!)
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
partner program managementchannel salesrevenue contributionGSI relationship managementco-sell programshyperscaler co-sellmarketplace programspartner deal structuringincentive program designpartner accountability
Soft Skills
leadershipteam developmentstrategic planningcommercial instinctsexecutive presencepresentation skillscollaborationperformance managementrelationship buildinglocalization of GTM motions