Channel Sales Engineer - Federal

Cohesity; Washington (District of Columbia); Hybrid; USD 190,000 - 238,000; Full time

Job summary

Cohesity is seeking a Channel Sales Engineer to join our Federal Channel team. You will enable partners to position, sell and implement Cohesity solutions through pre-sales technical consulting, architecture design, and POC leadership.

The role collaborates with Account Executives and partners, travels as needed, and requires strong presentation skills with experience in enterprise data security, cloud, and hybrid infrastructures.

Qualifications

• Experience in channel partner ecosystems (VARs, systems integrators, distributors, MSPs).
• Strong background in enterprise infrastructure, data protection, cybersecurity and cloud/hybrid architectures.
• Proven ability to design and lead technical evaluations, POCs, POVs or pilots.

Responsibilities

• Build and strengthen technical relationships with channel partners to enable positioning and implementation of Cohesity solutions.
• Drive technical wins by discovery and aligning Cohesity to customer requirements.
• Deliver product demonstrations, architecture reviews and executive briefings.
• Design and lead POCs, evaluations and validation activities to prove Cohesity value.
• Collaborate with Account Executives, partners and customers to develop solution strategies and drive revenue.
• Act as trusted advisor on data protection, cyber recovery, cloud, virtualization and hybrid infra.
• Convey field feedback to Product Management and Engineering and share market insights.
• Support customers through planning, implementation and post-sales engagement; develop partner enablement plans.

Skills

Pre-sales consulting

POC leadership

Partner enablement

Solution architecture

Executive briefings

Education

Bachelor's degree in Computer Science or related field

Job description

Interested candidates based outside of the designated areas are welcome to apply, provided they have the indefinite 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.
We are currently seeking a passionate and driven Channel Sales Engineer to join our exceptional Federal Channel team. As a Channel Sales Engineer, you will play a pivotal role in driving partner engagement and enablement by integrating our world-class products into their portfolio of offerings. This is an ambitious opportunity to showcase your expertise and make a significant impact in a rapidly growing company.
The Channel Sales Engineer (SE) is a partner-facing technical sales professional responsible for enabling channel partners to successfully position, sell, and implement Cohesity solutions. The role combines:

• Pre-sales technical consulting
• Partner enablement and training
• Solution architecture
• Proof of Concept (POC) leadership
• Strategic customer engagement
• Product feedback and field advocacy
  

The position serves as the bridge between Cohesity, its channel ecosystem, and end customers.

How You’ll Spend Your Time Here

• Build and strengthen technical relationships with channel partners, enabling them to successfully position, demonstrate, and implement Cohesity solutions.
• Drive technical wins by uncovering customer business challenges, conducting discovery, and aligning Cohesity solutions to customer requirements.
• Deliver compelling product demonstrations, workshops, architecture reviews, and executive briefings that communicate both technical capabilities and business value.
• Design and lead Proof of Concepts (POCs), evaluations, and validation activities that showcase the value of Cohesity's cyber resilience and data security portfolio.
• Collaborate with Account Executives, channel partners, and customers to develop solution strategies that accelerate opportunities and drive revenue growth.
• Act as a trusted technical advisor to customers and partners, providing guidance on data protection, cyber recovery, cloud, virtualization, and hybrid infrastructure architectures.
• Advocate for customers by partnering with Product Management and Engineering teams, conveying field feedback, feature requests, competitive insights, and market trends.
• Support customers throughout the sales lifecycle, including planning, implementation guidance, and post-sales technical engagement as needed.
• Develop and execute partner enablement plans that increase technical proficiency and help partners independently position and sell Cohesity solutions.
  

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

• Experience working with channel partners, VARs, systems integrators, distributors, MSPs, or strategic technology alliances.
• Strong technical expertise in enterprise infrastructure, data protection, storage, cybersecurity, virtualization, cloud platforms, and hybrid cloud architectures.
• Demonstrated success designing and leading technical evaluations, Proof of Concepts (POCs), Proof of Value (POVs), or pilot deployments.
• Experience selling, architecting, or implementing enterprise software, cloud platforms, infrastructure solutions, or data management technologies.
• Exceptional presentation and communication skills, with the ability to engage both technical practitioners and executive decision-makers.
• Proven ability to conduct discovery sessions, identify customer business requirements, and translate them into technical solution designs.
• Strong relationship‑building skills with customers, partners, sales teams, and cross‑functional stakeholders.
• Experience communicating business value, differentiating against competitors, and supporting complex enterprise sales cycles.
• Self‑motivated and capable of operating independently in a remote, fast‑paced, high‑growth environment.
• Bachelor's degree in Computer Science, Engineering, Information Technology, or a related field, or equivalent hands‑on industry experience.
• Willingness to travel as needed to support customer engagements, partner enablement activities, and strategic business initiatives.
  

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 :
$190,400.00-$238,000.00
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.