Channel Development Manager

Cohesity; Lawton (OK); On-site; USD 173,000 - 216,000; Full time

Job summary

Cohesity is seeking a Channel Partner Manager to drive bookings through a growing ecosystem of partners. You will recruit and develop new partners, forecast pipelines with sales teams, and lead strategic plans for partner accounts.

You will enable partner sales and engineering teams and coordinate marketing activities to maximize ROI. The role requires collaboration across teams, strong presentation skills, and willingness to travel extensively.

Qualifications

• Proven channel management experience with quota attainment.
• Experience growing Distribution Managed Partners via Distributors.
• Collaboration with diverse teams to coordinate marketing and maximize partner ROI.
• Ability to design effective partner engagement strategies.

Responsibilities

• Collaborate with partners to drive bookings and ensure a great customer experience.
• Identify, recruit, and develop new Partners to expand sales capabilities.
• Forecast partner pipeline conversion with sales teams.
• Develop and lead a sales strategy and business plan for assigned partner accounts.
• Enable partner sales and technical teams aligned with GTM plans.
• Track partner performance-to-plan and address gaps in enablement and bookings.
• Develop selling opportunities within Partner organizations and other divisions.
• Coordinate marketing activities to optimize investment and ROI.

Skills

Channel management

Partner enablement

Sales strategy

Public speaking

Tools

CRM tools

Marketing automation

Job description

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. Want to help us simplify the world of data management? Come, join us!

In this role, you will be responsible for the management and enablement of Channel Partners in our Cohesity Partner Ecosystem. Your primary focus will be on building and handling account and partner plans, strategically growing the pipeline, and effectively managing the conversion process. By growing awareness, demand, and preference for our company products and services, you will play a key role in driving bookings and achieving our ambitious growth targets.

HOW YOU’LL SPEND YOUR TIME HERE:

• Collaborate closely with partners to drive bookings and ensure a perfect customer experience.
• Identify, recruit, and develop new Partners to expand our sales and service capabilities.
• Forecast partner pipeline conversion in coordination with the sales teams.
• Develop and actively lead a sales strategy and business plan for assigned Partner/Distribution account(s).
• Enable Partner sales and technical teams in line with GTM plan and partner program requirements.
• Track partner performance-to-plan and identify action plans to address enablement, engagement, pipeline, and bookings gaps.
• Develop selling and services opportunities with and within Partner organizations, penetrating new divisions and organizations within assigned Partner accounts.
• Coordinate marketing activities and 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:

• Proven channel management experience, with a strong achievement against quota.
• Extensive experience in the growth of top Distribution Managed Partners through Distributors.
• Experience collaborating with diverse teams to coordinate marketing activities and optimize investment returns from partners.
• An aim to successfully design effective engagement with partners.
• Experience in working with customers and technology partners.
• Excellent presentation skills, comfortable presenting technical and business material to both small and large groups.
• Ability to work independently and remotely, demonstrating a strong work ethic and eagerness to take on responsibility.
• Willingness to travel, as this position requires travel exceeding 50%.
• Demonstrated ability to leverage AI tools to enhance productivity, streamline workflows, and support decision making.
• Professional English language proficiency for customer and internal communication.

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.