Channel Development Manager

Cohesity; Austin (TX); On-site; USD 173,000 - 216,000; Full time

Job summary

Cohesity is seeking a senior partner sales leader to own the SHI relationship and drive joint growth across pipeline, bookings, enablement, and executive engagement.

You will align Cohesity resources, develop a joint business plan, and expand mindshare with SHI sales, technical and services teams, while tracking KPIs and delivering measurable ROI.

Qualifications

• Experience in channel, enterprise sales, strategic alliances, or partner management.
• Experience managing SHI or another large national solution provider is strongly preferred.
• Willingness to travel as needed; comfortable presenting to executive audiences.

Responsibilities

• Serve as the primary strategic relationship owner for SHI and develop trusted relationships across leadership, sales, technical, services, and field teams.
• Create and execute a joint Cohesity-SHI business plan with measurable goals for pipeline, bookings, enablement, and market development.
• Collaborate with SHI and Cohesity to drive bookings and deliver an exceptional customer experience.
• Lead partner-led account mapping and seller alignment to identify whitespace opportunities and net-new pipeline.

Skills

Channel sales

Strategic partnerships

Enterprise sales

Executive engagement

Job description

We strongly prefer candidates who are currently located in or near the designated job location. Candidates outside the area should apply only if they are committed to relocating prior to their start date and have the legal right to work in the job location.

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.

In this role, you will serve as the primary strategic relationship owner for SHI, one of Cohesity's most important national strategic partners. You will be responsible for developing and executing a comprehensive partner growth strategy that drives pipeline creation, bookings, enablement, executive engagement, and market expansion. Your focus will be on building trusted relationships across SHI executive leadership, sales, technical, services, and field organizations while aligning Cohesity resources to increase mindshare, create net-new opportunities, and accelerate revenue growth.

By growing awareness, demand, and preference for Cohesity solutions across SHI's organization and customer base, you will play a critical role in driving bookings, expanding strategic account penetration, and achieving ambitious growth objectives.

HOW YOU’LL SPEND YOUR TIME HERE:

• Serve as the primary strategic relationship owner for SHI, developing trusted relationships across executive leadership, sales, technical, services, and field organizations.


• Develop and execute a joint Cohesity-SHI business plan with measurable goals for pipeline creation, bookings, enablement, account penetration, and market development.


• Collaborate closely with SHI and Cohesity teams to drive bookings and deliver an exceptional customer experience.


• Expand Cohesity's presence and mindshare across SHI by developing new relationships within SHI sales, technical, services, and leadership organizations and activating those relationships to create net-new pipeline and bookings.


• Drive account mapping and seller alignment between SHI and Cohesity field teams to identify whitespace opportunities, accelerate strategic engagements, and generate net-new pipeline.


• Partner with SHI and Cohesity sales teams on strategic enterprise opportunities, including key verticals and high-value accounts.


• Forecast pipeline performance and bookings in coordination with SHI and Cohesity sales leadership.


• Develop, manage, and actively lead a sales strategy and business plan for SHI, including pipeline, bookings, enablement, marketing, and strategic growth initiatives.


• Build Cohesity mindshare across SHI by creating repeatable sales plays, enablement programs, executive engagement strategies, and field activation initiatives.


• Enable SHI sales and technical teams at scale in alignment with GTM objectives, partner programs, and strategic business priorities.


• Track performance against business plan objectives and establish action plans to address gaps in pipeline generation, enablement, engagement, account penetration, and bookings.


• Lead regular Quarterly Business Reviews (QBRs) and executive business reviews with SHI and Cohesity leadership, leveraging KPIs and performance metrics to identify growth opportunities and investment priorities.


• Develop selling and services opportunities within SHI while expanding relationships into additional business units, technical organizations, and customer segments.


• Develop a strong understanding of SHI's business model and economics and clearly articulate how SHI sellers and services teams can profitably grow their business with Cohesity through services, incentives, programs, and expansion opportunities.


• Coordinate Cohesity sales, SE, marketing, services, partner programs, and executive leadership resources to deliver a unified go-to-market strategy with SHI.


• Develop partner-led competitive displacement strategies that increase Cohesity share of wallet and position Cohesity favorably against key competitors.


• Coordinate marketing activities and leverage Cohesity marketing resources to drive awareness, pipeline generation, executive engagement, and measurable return on investment.

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

• Proven experience in channel, enterprise sales, strategic alliances, or partner management, with a strong track record of exceeding revenue and growth objectives.


• Prior experience managing SHI or another large national solution provider, strategic reseller, or GSI is strongly preferred; existing SHI relationships are highly desirable.


• Demonstrated success building and executing joint business plans with large strategic partners while delivering measurable pipeline growth, bookings performance, and market expansion.


• Proven ability to build and maintain relationships ranging from field sellers and technical teams through executive leadership within complex partner organizations.


• Experience driving partner-led account mapping, pipeline generation, territory planning, and enterprise sales campaigns.


• Strong understanding of enterprise infrastructure, cyber resilience, data security, cloud, and/or data management markets.


• Direct experience developing executive-level relationships and conducting QBRs, business reviews, and strategic planning sessions.


• Experience coordinating cross-functional teams, including sales, pre-sales, marketing, services, and executive stakeholders to achieve business objectives.


• Experience collaborating with diverse teams to optimize partner investments and maximize business outcomes.


• Ability to successfully design and execute scalable partner enablement and engagement strategies.


• Excellent presentation skills, comfortable presenting technical and business content to executive audiences, sales teams, and large partner organizations.


• Ability to work independently and remotely, demonstrating initiative, ownership, and strategic thinking.


• Demonstrated ability to leverage AI tools to enhance productivity, streamline workflows, and support decision-making.


• Must have English language proficiency (can interact with a high degree of fluency when speaking, reading, and writing in a professional setting).


• Willingness to travel as needed, including regular engagement with SHI leadership, field teams, customers, and Cohesity stakeholders.

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 to participate in our comprehensive benefits framework, including health and wellness benefits, vacation, paid holidays and refresh days, 401(k) retirement plan, life and disability insurance coverages, and other benefits the Company may offer from time to time.

Pay Range : $172,800.00-$216,000.00

The compensation noted above is based on an annualized hourly rate assuming normal full-time employment.

Current pay transparency shows the OTE (On-Target Earnings) for commission-based roles.

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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.