Sr. Channel Development Manager - Growth Partners

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 - Growth Partners.

Responsibilities

• Partner Management and Enablement: Responsible for the management and enablement of Channel Partners in Cohesity Partner Ecosystem.
• Account and Partner Planning: Building and handling account and partner plans, including managing tasks within the Channel Management System (CMS) and growing pipeline strategically.
• Pipeline Management: 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.
• Strategy Delivery: Delivers company strategy/vision, identifies action 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.

Qualifications

• Education: Bachelor’s Degree in Computer Science, Engineering, Mathematics, related field, or equivalent experience.
• Experience: 8+ years of demonstrable channel management experience.
• Performance: Strong achievement against quota and extensive knowledge arrived through exposure to sophisticated business situations.
• Distribution Experience: 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.
• Partner Engagement: A drive to successfully design effective engagement with partners.
• Customer and Technology 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.
• 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%.

Compensation and Benefits

• Pay Range: 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.
• Additional Compensation: This position may also be eligible for bonus compensation, commission (if in a sales function), and/or equity grants.
• Benefits: Additionally, full-time employees are eligible to participate in our comprehensive benefits framework, including health and wellness benefits, vacation, paid holidays and refresh.