Channel Development Manager, Mid Atlantic

Cohesity, Inc.; Maryland; Hybrid; USD 218,000 - 273,000; Full time

Job summary

Cohesity, Inc. is seeking a Mid-Atlantic Channel Development Manager to lead partner strategy, plans, and pipeline growth across the partner ecosystem. You’ll manage the Channel Management System and drive bookings with key distributors and partners.

You’ll recruit and develop new Partners, forecast pipeline, and align GTM activities with marketing. A Bachelor’s in CS/Engineering and 8+ years of channel experience are required; travel >50% is expected.

Qualifications

• 8+ years of demonstrable channel management experience
• Bachelor’s Degree in Computer Science, Engineering, Mathematics, related field
• Experience growing Distribution Managed Partners through Distributors
• Experience coordinating marketing activities with cross-functional teams
• Willing to travel >50%
• Ability to present technical and business material to groups
• Ability to leverage AI tools to enhance productivity

Responsibilities

• Build and manage partner plans using the Channel Management System and grow pipeline
• Create awareness and demand for Cohesity products and services
• Collaborate with partners to drive bookings
• Identify, recruit and develop new Partners to sell services
• Forecast partner pipeline conversion with the sales team
• Lead a partner sales strategy and business plan for assigned accounts
• Enable partner sales and technical teams per GTM plan and metrics
• Track partner performance and address enablement and pipeline gaps
• Develop selling and services opportunities within Partner accounts
• Coordinate marketing activities and optimize ROI

Skills

Channel management

Quota achievement

Cross-functional collaboration

Partner development

Public speaking

AI tools for productivity

Education

Bachelor’s degree in CS/Engineering/Mathematics or related field

Tools

CMS (Channel Management System)

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.

Mid-Atlantic Channel Development Manager

How You’ll Spend Your Time Here

• Building and handling account and partner plans including managing the tasks within the Channel Management System (CMS) and growing pipeline strategically; manage pipeline conversion
• Creating awareness, demand and preference for company products and services.
• Collaborating with partners to drive bookings
• Identifying, recruiting and developing new Partners to sell and provide services
• Forecasting partner pipeline conversion in coordination with the sales teams
• 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
• Enables Partner sales and technical teams in line with GTM plan and partner program requirements as well as clearly defined outcomes and metrics.
• Tracks partner performance-to-plan, Delivers company strategy/vision, identifies actions plans to address enablement, engagement, pipeline and bookings gaps
• Develops selling & services opportunities with and within Partner organizations; penetrate new divisions and organizations within assigned Partner accounts.
• 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

• Bachelor’s Degree in Computer Science, Engineering, Mathematics, related field, or equivalent experience with 8+ years of demonstrable channel management experience
• We are looking for someone with strong achievement against quota and extensive knowledge arrived through exposure to sophisticated business situations.
• Extensive experience in the growth of top Distribution Managed Partners through Distributors
• Experience working with cross functional teams to coordinate marketing activities to decide, prioritize, implement, and investment returns from partners
• A drive to successfully design effective engagement with partners
• Experience in working with customers and technology partners
• Very comfortable presenter of technical and business material to both small and large groups
• Demonstrated ability to leverage AI tools to enhance productivity. streamline workflows, and support decision making.
• Individuals who can work independently and remotely are valued members of our team, with strong work ethic and are eager to take on responsibility.
• Willing to travel? This position requires you to travel >50%

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 :

$218,280.00-$272,850.00

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.

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.