Business Development Partner, Strategic Accounts & Channel Partners

About the role

AI That Moves the World. Careers That Move You Forward.

At Cerence AI, you'll help transform advanced AI into trusted, real-world solutions that make complex technology - think vehicles, robots, smart manufacturing, and emerging intelligent devices - more natural, reliable, and useful. Building on decades of innovation and global deployment in automotive, we are extending our expertise into new products, markets, and intelligent systems.

As part of our global team, you'll work alongside leading innovators, researchers, engineers, and business leaders to solve meaningful challenges and turn breakthrough ideas into technology people use every day. You'll have the opportunity to make a visible impact, help shape Cerence AI's next chapter, and move your own career forward.

Cerence is seeking a Business Development Partner to drive revenue growth through direct customer engagement and channel partner relationships. This role will focus on identifying, developing, and closing customer opportunities while supporting and expanding Cerence's distributor network.

The ideal candidate is a customer-facing sales professional who can manage the entire opportunity lifecycle, from lead qualification and discovery through proposal development, negotiation, and deal closure. The role will also serve as the primary point of contact for customers, ensuring strong engagement, pipeline development, and execution of joint business activities.

Key Responsibilities

Direct Customer Engagement & Revenue Growth (50%)

• 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 the entire customer lifecycle, including negotiation and deal closure.
• Maintain accurate pipeline forecasting and CRM updates.
• Identify upsell and expansion opportunities within existing accounts.

Distributor & Channel Partner Management (30%)

• Serve as the day-to-day business lead for assigned distributors and reseller partners.
• Conduct regular pipeline reviews and business planning discussions.
• Support distributor enablement activities, including product training and sales support.
• Organize and execute two distributor workshops annually.
• Assist in the recruitment and onboarding of new channel partners, with emphasis on North American growth.
• Coordinate joint customer pursuits and co-selling opportunities with distributors.

Market Development & Events (10%)

• Represent Cerence at industry conferences, trade shows, and customer events.
• Support lead generation and follow-up activities from industry events.
• Develop relationships with key ecosystem partners and industry stakeholders.
• Provide market feedback and competitive intelligence to internal teams.

Cross-Functional Coordination (10%)

• Act as the voice of the customer within Cerence.
• Work closely with Product, Engineering, Marketing, and Operations teams to support customer requirements.
• Help prioritize customer requests and coordinate responses across functions.
• Support go-to-market initiatives and new product introductions.

Success Measures

First-Year Objectives

• Achieve assigned bookings and revenue targets.
• Close new customer opportunities across direct and channel-led engagements.
• Grow distributor-generated pipeline and customer opportunities.
• Successfully execute two distributor workshops annually.
• Improve partner engagement and participation in joint sales activities.
• Establish relationships with targeted strategic distributors in North America.

Qualifications

Required

• 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.
• Experience working with distributors, VARs, systems integrators, or channel partners.
• Familiarity with CRM systems and pipeline management.
• Experience participating in industry conferences and customer events.

Ideal Profile

This is someone who is

• Hungry and commercially driven.
• Comfortable talking to customers daily.
• Able to independently run opportunities from qualification to close.
• Strong at coordinating internal resources to win business.
• Interested in supporting channel partners but primarily measured on revenue generation and deal closure.

Location & Travel

• Location: Remote - United States, Canada.
• Travel: approximately 30% to customer sites.

What we offer

• We offer a generous compensation and benefits package (in addition to the base salary), including:
• Salary range $96,000.00 USD- $144,000.00 USD It is not typical for offers to be made at or near the top of the range. The actual salary will be determined based on experience and other job-related factors.
• Eligible commission based on performance up to 80,000.00 USD
• Insurance coverage (medical, dental, vision, life, and disability)
• Paid time off
• Paid holidays
• 401(k) USA retirement plan with an employer match
• Equity awards for certain positions and levels
• Remote and/or hybrid work available depending on the position All compensation and benefits are subject to the terms and conditions of the underlying plans or programs, as applicable, and may be amended, terminated, or replaced from time to time.