Director, Channel Development

Employment Type: Full time

Position Overview

Cohesity is a leader in AI-powered data security and management, enabling organizations to secure, protect, manage, and derive value from their data across the data center, edge, and cloud. We are seeking a Director, Channel Development to join our high-impact sales organization. This individual will be responsible for owning and scaling strategic relationships across our Partner Ecosystem, including Global System Integrators, Distributors, and Managed Service Providers. This is a high-visibility role that combines business development, partner enablement, and sales execution, playing a critical role in developing joint go-to-market strategies, accelerating pipeline, and ensuring the long-term success of our partners.

Responsibilities

• Build, manage, and expand strategic relationships across key channel partners and distributors.
• Lead and execute comprehensive partner account plans, including enablement, pipeline development, and performance metrics.
• Develop and implement scalable go-to-market initiatives to increase partner-sourced and partner-influenced revenue.
• Forecast and drive pipeline conversion, working cross-functionally with sales teams to ensure partner success.
• Identify, recruit, and activate new partners aligned to Cohesity’s growth strategy.
• Serve as a trusted advisor and advocate for partners, ensuring alignment with mutual business objectives.
• Enable partner sales and technical teams through training, certifications, and ongoing support.
• Collaborate with Cohesity’s marketing and alliances teams to drive joint campaigns and ROI-positive partner activities.
• Measure and report on partner performance, engagement, and pipeline contribution, with a continuous eye toward optimization.
• Drive executive relationships across partner organizations to strengthen collaboration and identify new revenue streams.

Requirements

• 8+ years of experience in channel development, partner management, or strategic alliances.
• 5+ years of leadership experience, building and growing teams.
• Proven success in building and scaling channel programs with Global System Integrators and/or Distributors.
• Strong track record of achieving and exceeding quota through partner-sourced revenue.
• Strategic thinker with the ability to design and execute impactful business plans across complex ecosystems.
• Experience aligning cross-functional teams (sales, marketing, technical) to partner objectives.
• Excellent communicator and presenter, confident engaging with executive and technical audiences.
• Strong organizational skills and the ability to manage multiple high-impact partnerships simultaneously.
• Self-motivated, results-driven, and able to thrive in a dynamic, fast-paced environment.
• Bachelor's degree in a related field (Computer Science, Business, Engineering, etc.) or equivalent experience.
• Willingness and ability to travel >50% of the time.

Company Information

Cohesity is a leader in AI-powered data security and management. Aided by an extensive ecosystem of partners, Cohesity makes it easy to secure, protect, manage, and get value from data — across the data center, edge, and cloud. Cohesity helps organizations defend against cybersecurity threats with comprehensive data security and management capabilities, including immutable backup snapshots, AI-based threat detection, monitoring for malicious behavior, and rapid recovery at scale. We’ve been named a Leader by multiple analyst firms and have been globally recognized for Innovation, Product Strength, and Simplicity in Design. Join us on our mission to shape the future of our industry.

Application Instructions

Disclosure Pursuant to Applicable State Equal Pay Transparency Laws - This position has a starting pay range as listed below. Actual salary depends upon many factors, including a candidate’s skills, qualifications and experience, location, and salary expectations.