Senior Channel Development Manager | Southern California

About Cohesity

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.

Role Overview

We're seeking a vibrant and sharp mind to be our Sr. Channel Development Manager located in Southern California.

How You’ll Spend Your Time Here

• Partner Management and Enablement: Responsible for the management and enablement of Channel Partners in Cohesity Partner Ecosystem.
• Pipeline Growth: Building and handling account and partner plans including managing the tasks within the Channel Management System (CMS) and growing pipeline strategically; manage pipeline conversion.
• Demand Generation: Creating awareness, demand, and preference for company products and services.
• Collaboration: Collaborating with partners to drive bookings.
• Partner Recruitment: Identifying, recruiting, and developing new Partners to sell and provide services.
• Forecasting: Forecasting partner pipeline conversion in coordination with the sales teams.
• Sales Strategy Development: Develops and actively leads a sales strategy and jointly developed business plan for assigned Partner/Distribution account(s). Uses business plan(s) as a roadmap for partner growth, management of the account(s), Alliances leverage, and contribution to Cohesity objectives.
• Partner Enablement: Enables Partner sales and technical teams in line with GTM plan and partner program requirements as well as clearly defined outcomes and metrics.
• Performance Tracking: Tracks partner performance-to-plan, Delivers company strategy/vision, identifies actions plans to address enablement, engagement, pipeline, and bookings gaps.
• Opportunity Development: Develops selling & services opportunities with and within Partner organizations; penetrate new divisions and organizations within assigned Partner accounts.
• Marketing Coordination: Coordinates marketing activities. Leverage Cohesity marketing resources to establish, prioritization, execution, and return on investment.

We’d Love to Talk to You If You Have Many of the Following

• Education and Experience: Bachelor’s Degree in Computer Science, Engineering, Mathematics, related field, or equivalent experience with 8+ years of demonstrable channel management experience.
• Quota Achievement: Strong achievement against quota and extensive knowledge arrived through exposure to sophisticated business situations.
• Distribution Partner Growth: Extensive experience in the growth of top Distribution Managed Partners through Distributors.
• Cross-Functional Collaboration: Experience working with cross-functional teams to coordinate marketing activities to decide, prioritize, implement, and investment returns from partners.
• AI Tool Proficiency: Demonstrated ability to leverage AI tools to enhance productivity, streamline workflows, and support decision making.
• Partner Engagement: A drive to successfully design effective engagement with partners.
• Customer and Partner Experience: Experience in working with customers and technology partners.
• Presentation Skills: Very comfortable presenter of technical and business material to both small and large groups.
• Independent Work Ethic: Individuals who can work independently and remotely are valued members of our team, with strong work ethic and are eager to take on responsibility.
• Travel: Willing to travel >50%.

Employment Type

Full time

Compensation Disclosure

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, and therefore a starting salary at the low end, high end, or even above the stated range may be offered. This position may also be eligible for bonus compensation, commission (if in a sales function), and/or equity grants. Additionally, full-time employees are eligible for benefits.