Partner Development Manager - Middle East

Cohere; Dubai; On-site; AED 120,000 - 200,000; Full time

Job summary

A leading AI company in Dubai is seeking a Partner Development Manager to drive strategic partnerships in the Middle East. The role focuses on collaborating with enterprises to develop AI-driven solutions and enhance adoption across diverse industries. Ideal candidates have 8+ years of experience in partner development and a deep understanding of the Middle East market. This is a pivotal role in shaping the future of AI in the region.

Benefits

Open and inclusive culture

Weekly lunch stipend

Full health and dental benefits

100% parental leave top-up

Personal enrichment benefits

Remote-flexible work model

6 weeks of vacation

Qualifications

• 8+ years experience in partner development or channel sales in tech.
• Deep understanding of the Middle East enterprise market.
• Ability to navigate complex regulatory landscapes.

Responsibilities

• Define and execute the partner strategy for the Middle East market.
• Lead partner onboarding and training programs.
• Own pipeline generation and co-selling strategies.

Skills

Partner development

Channel sales

Negotiation

Relationship building

AI understanding

Communication skills

Job description

Who are we?

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.

We obsess over what we build. Each one of us is responsible for contributing to increasing the capabilities of our models and the value they drive for our customers. We like to work hard and move fast to do what’s best for our customers.

Cohere is a team of researchers, engineers, designers, and more, who are passionate about their craft. Each person is one of the best in the world at what they do. We believe that a diverse range of perspectives is a requirement for building great products.

Join us on our mission and shape the future!

Why this role?

The Middle East is undergoing a remarkable transformation, driven by ambitious national visions like Saudi Vision 2030 and the UAE’s AI Strategy. Enterprises across the region are accelerating their digital transformation and AI adoption, creating a unique and exciting market inflection point. At Cohere, we’re committed to partnering with forward‑thinking organizations to unlock the potential of generative AI and shape the future of innovation in the Middle East.

As a Partner Development Manager for the Middle East Enterprise Market, you’ll be at the heart of this transformation. 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.

The Middle East is a key strategic market for Cohere, and your work will directly contribute to our success in the region. You’ll have the opportunity to shape partnerships that drive digital transformation, foster innovation, and position Cohere as a leader in the Middle East’s AI ecosystem. From enabling smart cities to revolutionizing industries like finance, healthcare, and energy, your impact will be tangible and far‑reaching.

If you’re a strategic thinker, a relationship builder, and eager to make a meaningful impact in one of the world’s most ambitious markets, this role is your chance to shape the future of AI in the Middle East.

As our Partner Development Manager - Middle East, you will own the success of our partner relationships in the Middle East. Key responsibilities include:

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 to 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.

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.

What We’re Looking For

• 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. Proficiency in Arabic preferred (but not required).
• Results‑driven growth mindset and bias for action. You thrive in a start‑up‑speed environment and enjoy building and scaling partner programs.

If some of the above doesn’t line up perfectly with your experience, we still encourage you to apply!

We value and celebrate diversity and strive to create 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.

Full‑Time Employees at Cohere enjoy these Perks:

🤝 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!)