Cohesity

Director, Channel Development

Washington, District of Columbia, United States

Not SpecifiedCompensation
Expert & Leadership (9+ years)Experience Level
Full TimeJob Type
UnknownVisa
Data Security, Data Management, AI, BiotechnologyIndustries

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.

Skills

Channel Development
Partner Ecosystem
Global System Integrators
Distributors
Managed Service Providers
Go-to-market Strategies
Pipeline Development
Sales Execution
Business Development
Partner Enablement

Cohesity

Data management solutions for enterprises

About Cohesity

Cohesity specializes in data management solutions for data centers and cloud environments. Its main products, the Cohesity DataPlatform and Cohesity DataProtect, help businesses consolidate tasks like backup, recovery, and data storage into one platform, making it easier to manage large amounts of data while reducing complexity and costs. Unlike many competitors, Cohesity focuses on simplifying data management for medium to large enterprises across various industries, including finance and healthcare. The company's goal is to help businesses manage, protect, and gain insights from their data more efficiently.

San Jose, CaliforniaHeadquarters
2013Year Founded
$642MTotal Funding
SECONDARYCompany Stage
Data & Analytics, Enterprise SoftwareIndustries
1,001-5,000Employees

Benefits

Health & Wellness - Managing emotional and physical health are key to living happier lives. Cohesity employees enjoy access to exercise and meditation apps, e-Learning resources, Scribd, and more.
Parental Leave - Cohesity offers salary continuation in coordination with other benefits up to 20 weeks for maternity leaves. Up to four weeks of child bonding leave is offered to non-birth parents.
Personal Time - Our unlimited PTO policy ensures that you have work-life wellbeing and flexibility when you need it.
Financial - Cohesity offers a competitive salary, pay-for-performance bonus plan, retirement savings plan, flexible spending accounts, commuter checks, and more.

Risks

Emerging competition from startups like Eon challenges Cohesity's market position.
Integration challenges from Veritas acquisition could disrupt operations.
New leadership roles may lead to transitional challenges in company culture.

Differentiation

Cohesity integrates AI to enhance data insights and protection, setting it apart.
Their hyper-converged secondary storage simplifies data management for enterprises.
Cohesity's recognition as AWS Global Storage Partner of the Year boosts its credibility.

Upsides

Strategic partnership with NVIDIA enhances AI-driven data management solutions.
Acquisition of Veritas Technologies expands Cohesity's market share in data protection.
Deepening partnership with CrowdStrike strengthens cybersecurity offerings against data breaches.

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