Business Development Partner, Strategic Accounts – Channel Partners

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🌐 United States, Canada – Remote

🇺🇸 United States – Remote 🇨🇦 Canada – Remote

💵 $96k - $144k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

💰 Business Development (BDR)

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Cerence Inc.

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2019

💼 Consulting

📦 Logistics

🏭 Manufacturing

💰 Grant on 2020-12

Consulting • Logistics • Manufacturing

Cerence Inc. is a global company focused on providing AI-powered solutions, particularly in the automotive industry. They specialize in conversational and generative AI technologies that create intelligent, natural, and personalized interactions between humans and vehicles. With innovations like their proprietary automotive large language models, Cerence enhances user experiences across various forms of transport including cars, two-wheelers, and trucks. The company has over 500 million vehicles shipped with its AI technology, serving more than 80 OEMs and Tier 1 customers worldwide. Cerence is dedicated to continuous advancements in AI, aiming to revolutionize in-car user experiences through fast delivery and seamless integration of their solutions.

📋 Description

• Own and manage a portfolio of direct customer opportunities across Cerence's non-automotive businesses • Conduct customer discovery sessions to understand business needs and technical requirements • Develop and deliver customer presentations, product demonstrations, and solution proposals • Coordinate with Product Management, Engineering, and Solutions teams to develop customer offerings • Prepare quotations, commercial proposals, and statements of work • Manage sales opportunities through negotiation and deal closure • Maintain pipeline forecasting and CRM updates • Identify upsell and expansion opportunities within existing accounts • Serve as day-to-day business lead for assigned distributors and reseller partners • Conduct pipeline reviews and business planning discussions • Support distributor enablement, product training, and sales support • Organize and execute two distributor workshops annually • Recruit and onboard new channel partners, emphasizing North American growth • Coordinate joint customer pursuits and co-selling opportunities with distributors • Represent Cerence at industry conferences, trade shows, and customer events • Support lead generation and event follow-up • Develop relationships with ecosystem partners and industry stakeholders • Provide market feedback and competitive intelligence to internal teams • Act as the voice of the customer within Cerence • Coordinate customer requirements and responses across Product, Engineering, Marketing, and Operations • Support go-to-market initiatives and new product introductions • Achieve assigned bookings and revenue targets • Close direct and channel-led customer opportunities • Grow distributor-generated pipeline and customer opportunities • Improve partner engagement and joint sales activities • Establish relationships with targeted strategic distributors in North America

🎯 Requirements

• 3–7 years of experience in business development, sales, account management, or channel management • Track record of developing and closing technology-related business opportunities • Experience managing customer relationships and sales pipelines • Strong presentation, communication, and negotiation skills • Ability to work effectively across product, engineering, and commercial teams • Willingness to travel as needed • Preferred: experience selling software, SaaS, AI, voice technologies, or enterprise technology solutions • Preferred: experience with distributors, VARs, systems integrators, or channel partners • Familiarity with CRM systems and pipeline management • Experience participating in industry conferences and customer events • Approximately 30% travel to customer sites

🏖️ Benefits

• Eligible commission based on performance up to 80,000.00 USD • Insurance coverage (medical, dental, vision, life, and disability) • Paid time off • Paid holidays • Company contribution to the RRSP (Registered Retirement Savings Plan) • Equity awards for certain positions and levels • Remote and/or hybrid work available depending on the position