Distribution Account Manager, UAE

Cohesity, Inc.; Dubai; On-site; AED 350,000 - 550,000; Full time

Job summary

Cohesity, a leader in AI-powered data security, seeks a Distribution Account Manager based in the UAE. The role focuses on building and managing distributor partnerships across the Gulf region, driving growth, enablement, and Cohesity footprint expansion with Sales, Pre-Sales, and Channel teams.

You will enable distributor sales and marketing teams, coordinate GTM plans, and forecast pipeline while ensuring alignment with Cohesity objectives. Travel >50% is common in this role.

Qualifications

• 8+ years of distribution/channel management experience.
• Experience growing top distribution-managed partners in the Gulf region.
• Experience coordinating marketing investments with cross-functional teams.
• Willingness to travel >50% across Gulf countries.
• Excellent presentation skills in person and virtually.

Responsibilities

• Build and manage distribution partnerships, executing joint business plans to grow pipeline.
• Create awareness, demand, and preference for Cohesity solutions with Distributor partners.
• Collaborate with Distributors to drive bookings and joint GTM execution.
• Forecast Distributor pipeline with e-sales teams.
• Develop and lead a distributor sales strategy and business plan.
• Enable Distributor sales and technical teams per GTM plan.
• Track Distributor performance and address enablement and bookings gaps.
• Coordinate marketing activities with Distributors across the Gulf region.

Skills

Distribution management

Strategic selling

Cross-functional collaboration

Public speaking

Independent work

AI tools usage

Travel readiness

Education

Bachelor's degree in CS/Engineering/Math

Tools

AI tools

Job description

Cohesity is the leader in AI-powered data security. Over 13,600 enterprise customers, including over 85 of the Fortune 100 and nearly 70% of the Global 500, rely on Cohesity to strengthen their resilience while providing Gen AI insights into their vast amounts of data. Formed from the combination of Cohesity with Veritas' enterprise data protection business, the company’s solutions secure and protect data on-premises, in the cloud, and at the edge. Backed by NVIDIA, IBM, HPE, Cisco, AWS, Google Cloud, and others, Cohesity is headquartered in Santa Clara, CA, with offices around the globe.

We’ve been named a Leader by multiple analyst firms and have been globally recognized for Innovation, Product Strength, and Simplicity in Design, and our culture.

Want to join the leader in AI-powered data security?

We are looking for a Distribution Account Manager based out of the UAE to be responsible for the management and enablement of Distributors across the Gulf Region within Cohesity's Partner Ecosystem, driving distributor-led growth, enablement and expanding Cohesity's footprint across the region.

HOW YOU'LL SPEND YOUR TIME HERE:

• Building and managing distribution partnerships, executing towards joint business plans to strategically grow pipeline across the Gulf region driving strong collaboration with Cohesity's Gulf Sales, Pre-Sales and Channel Organizations.
• Creating awareness, demand, and preference for Cohesity solutions and services through and with Distributor partners
• Collaborating with Distributors to drive bookings and joint go-to-market execution across the region
• Forecasting Distributor pipeline conversion in coordination with the e sales teams
• Developing and actively leading a sales strategy and jointly developed business plan for assigned Distributor account(s); using the business plan as a roadmap for distributor growth, account management, Alliances leverage, and contribution to Cohesity's objectives
• Enabling Distributor sales and technical teams in line with the GTM plan and distribution program requirements, with clearly defined outcomes and metrics
• Tracking Distributor performance-to-plan, delivering Cohesity's strategy/vision, and identifying action plans to address enablement, engagement, pipeline, and bookings gaps
• Coordinating marketing activities with Distributors, leveraging Cohesity marketing resources to establish prioritization, execution, and return on investment across the Eastern Europe region

WE'D LOVE TO TALK IF YOU HAVE ANY OF THE FOLLOWING:

• Bachelor's Degree in Computer Science, Engineering, Mathematics, related field, or equivalent experience with 8+ years of demonstrable distribution/channel management experience
• Strong achievement against quota and extensive knowledge gained through exposure to sophisticated business situations across Gulf markets
• Extensive experience growing top Distribution-managed Partners through Distributors, ideally within the Gulf region
• Experience working with cross-functional teams to coordinate marketing activities-deciding, prioritizing, implementing, and measuring investment returns from Distributor partners
• A drive to design and execute effective engagement strategies with Distributors across multiple Gulf countries
• Experience working with customers and technology partners in the Gulf Region
• Very comfortable presenter to both small and large groups, in person and virtually
• Demonstrated ability to leverage AI tools to enhance productivity, streamline workflows, and support decision-making
• Ability to work independently and remotely, with a strong work ethic and eagerness to take on responsibility
• Willingness to travel >50%, including regularly across the Gulf Region and occasionally internationally

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Equal Employment Opportunity Employer (EEOE)

Cohesity is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status or any other category protected by law. If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at 1-855-9COHESITY or [e-mail] for assistance.

In-Office Expectations

Cohesity employees who are within a reasonable commute (e.g. within a forty-five (45) minute average travel time) work out of our core offices 2-3 days a week of their choosing.