Director, Channel Development

cohesity

New York (NY)

On-site

USD 305,000 - 381,000

Full time

10 days ago

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Benefits offered by this job

Health and wellness benefits

Vacation

Paid holidays and refresh days

401(k) retirement plan

Life and disability insurance

Other benefits

Job summary

Cohesity, a leader in AI-powered data security and management, is seeking a Director of Channel Development in New York. You will own and scale strategic channel relationships with Global System Integrators, Distributors, and MSPs, developing joint go-to-market strategies and accelerating pipeline.

You will lead partner enablement, drive revenue growth, and collaborate with sales, marketing, and alliances teams to optimize partner performance and ROI.

Qualifications

8+ years of experience in channel development, partner management, or strategic alliances.
Leadership experience building and growing teams across complex ecosystems.
Excellent communication and presentation skills with executives and technical audiences.

Responsibilities

Build, manage, and expand strategic relationships across key channel partners and distributors.
Lead partner account plans, enablement, pipeline development, and performance metrics.
Develop scalable GTM initiatives to increase partner-sourced and partner-influenced revenue.
Forecast and drive pipeline with cross-functional teams to ensure partner success.
Identify, recruit, and activate new partners aligned to Cohesity’s growth strategy.

Skills

Channel development

Partner management

Strategic alliances

Leadership

Cross-functional collaboration

Executive communication

Education

Bachelor’s degree (CS/Business/Engineering)

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 Overview

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 looking for a Director of Channel Development to join our high-impact sales organization. This individual will own and scale strategic relationships across our Partner Ecosystem-including Global System Integrators, Distributors, and Managed Service Providers. You’ll play a critical role in developing joint go-to-market strategies, accelerating pipeline, and ensuring the long-term success of our partners. This is a high-visibility role that combines business development, partner enablement, and sales execution.

How You’ll Spend Your Time

Build, manage, and expand strategic relationships across key channel partners and distributors
Lead and execute comprehensive partner account plans, including enablement, pipeline development, and performance metrics
Develop and implement scalable go-to-market initiatives to increase partner-sourced and partner-influenced revenue
Forecast and drive pipeline conversion, working cross-functionally with sales teams to ensure partner success
Identify, recruit, and activate new partners aligned to Cohesity’s growth strategy
Serve as a trusted advisor and advocate for your partners ensuring alignment with mutual business objectives
Enable partner sales and technical teams through training, certifications, and ongoing support
Collaborate with Cohesity’s marketing and alliances teams to drive joint campaigns and ROI-positive partner activities
Measure and report on partner performance, engagement, and pipeline contribution, with a continuous eye toward optimization
Drive executive relationships across partner organizations to strengthen collaboration and identify new revenue streams

What We’re Looking For

8+ years of experience in channel development, partner management, or strategic alliances
5+ years of leadership; building and growing teams
Proven success in building and scaling channel programs with Global System Integrators and/or Distributors
Strong track record of achieving and exceeding quota through partner-sourced revenue
Strategic thinker with the ability to design and execute impactful business plans across complex ecosystems
Experience aligning cross-functional teams (sales, marketing, technical) to partner objectives
Excellent communicator and presenter, confident engaging with executive and technical audiences
Strong organizational skills and the ability to manage multiple high-impact partnerships simultaneously
Self-motivated, results-driven, and able to thrive in a dynamic, fast-paced environment
Bachelor’s degree in a related field (Computer Science, Business, Engineering, etc.) or equivalent experience
Willingness and ability to travel >50% of the time

Disclosure Pursuant to Applicable State Equal Pay Transparency Laws

Pay Range: $304,800.00-$381,000.00

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,

Benefits