Head of Global Partner Ecosystem

Role Overview

• 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.

Tech Stack

• Cloud

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!)