Director, Channel Development

Madrona Venture Labs; United States; On-site; USD 305,000 - 381,000; Full time

Benefits offered by this job

Health benefits

Vacation & paid holidays

401(k) retirement plan

Refresh days

Job summary

Cohesity is seeking a Director of Channel Development to lead and scale partner ecosystems including Global SI, Distributors, and MSPs. You will own joint GTM strategies, accelerate pipeline, and drive long-term partner success.

The role demands strategic planning, cross-functional leadership, and exceptional communication with executives. The ideal candidate will have 8+ years in channel roles, 5+ years of leadership, and a proven ability to exceed quotas through partner-sourced revenue.

Qualifications

• 8+ years in channel development, partner management, or strategic alliances.
• 5+ years in 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 who can design and execute business plans across complex ecosystems.
• Experience aligning cross-functional teams to partner objectives.
• Excellent communicator and presenter to executive and technical audiences.
• Strong organizational skills and ability to manage multiple partnerships.
• Self-motivated, results-driven in a dynamic environment.
• Bachelor’s degree or equivalent experience.
• Willingness and ability to travel >50% of the time.

Responsibilities

• Build, manage, and expand strategic relationships across key channel partners and distributors.
• Lead and execute partner account plans including enablement, pipeline development, and metrics.
• Develop and implement scalable go-to-market initiatives to increase partner-sourced revenue.
• Forecast and drive pipeline, coordinating with sales teams for partner success.
• Identify, recruit, and activate new partners aligned to growth strategy.
• Serve as advisor for partners to align with mutual business objectives.
• Enable partner sales and technical teams through training and support.
• Collaborate with marketing and alliances to drive joint campaigns and ROI-positive activities.
• Measure and report partner performance and pipeline contributions.

Skills

Channel development

Leadership

Strategic planning

Cross-functional alignment

Executive communication

Organization

Travel willingness

Bachelor’s degree

Education

Bachelor’s degree or equivalent

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.

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 - 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 :

$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.

Data Privacy Notice for Job Candidates: For information on personal data processing, please see our Privacy Policy. 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.