Federal Account Executive - Army

Cohesity, Inc.; Dallas (TX); On-site; USD 248,000 - 310,000; Full time

Job summary

Cohesity, Inc. is seeking an experienced Federal Account Executive (Army) to own and grow a defined territory in the United States. You will self-source pipeline, win new logos, and expand existing accounts in data security and AI-powered resilience.

You will engage security and IT leaders, build compelling business cases, and negotiate multi-year, multi-product deals across data protection and cyber resilience. Travel within the territory is expected as needed.

Qualifications

• 5+ years of sales experience in enterprise tech or adjacent markets.
• Experience selling to Information Security / Cybersecurity teams and understanding security frameworks.
• Customer-focused with interest in cybersecurity and data protection, ransomware and recovery.
• Familiarity with Cohesity solutions (DataProtect, DataHawk, SmartFiles) is a plus.
• Experience working with channel partners and co-selling.
• Strong communication, including VP-level presentations.
• Proficiency with the sales stack and AI tools to boost productivity.
• Bachelor’s degree or equivalent experience.

Responsibilities

• Self-source new-customer pipeline and own new-logo deals.
• Own territory plans with annual and quarterly account plans.
• Lead discovery across multiple stakeholders and build deal strategy.
• Engage VP-level security and IT leaders and coordinate with teams.
• Build business cases with SE input and negotiate multi-year deals.
• Sell Cohesity portfolio across data protection, cyber resilience, security, and AI.
• Drive cross-sell and expansion in owned accounts and references.
• Co-sell with channel partners and drive partner-sourced pipeline.
• Maintain accurate forecast and clean pipeline in Salesforce.

Skills

Enterprise sales

Security know-how

Channel partnerships

Forecasting

Education

Bachelor’s degree in Business or related field

Tools

Salesforce

Forecasting tools

AI tools

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.

We’re seeking an Federal Account Executive (Army) to own and grow a defined territory. This is an active, hands-on sales role where you’ll self-source pipeline, win new logos, and expand existing accounts. You’ll work in one of the most mission-critical categories in enterprise technology — data security and AI-powered resilience — selling the full Cohesity portfolio to complex, multi-stakeholder customers.

HOW YOU’LL SPEND YOUR TIME HERE:

• Self-source the majority of your new-customer pipeline and own new-logo deals through close, alongside account expansion
• Own your territory plan, building annual and quarterly account plans for top accounts
• Run discovery independently across multiple stakeholders; qualify rigorously, disqualify early, and build and execute deal strategy for multi-stakeholder cycles
• Engage VP-level security and IT leaders independently and multithread your accounts; partner effectively with Sales Engineers, Marketing, Customer Experience, Product, and Deal Desk, and communicate blockers early
• Build business cases with SE input; structure multi-year and multi-product deals and negotiate terms, finding creative options to close within standard frameworks
• Sell the full portfolio across data protection, cyber resilience, security, and AI, and identify and drive cross-sell independently; align solutions to security frameworks and compliance requirements across multiple industries
• Partner with Customer Success and Renewals on adoption and value realization; identify and drive expansion in owned accounts, and secure customer references where earned
• Co-sell with channel partners and technology alliances (including NVIDIA, IBM, HPE, and AWS) and drive partner-sourced pipeline
• Own forecast accuracy for your book and maintain pipeline hygiene in Salesforce
• Share repeatable plays, informally mentor newer AEs, and stay current on product, competitive, and sales-process enablement, applying it to your deals

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

• Approximately 5+ years of relevant sales experience, ideally selling enterprise technology across infrastructure, SaaS, or adjacent markets
• Demonstrated experience selling into and partnering with Information Security / Cybersecurity teams, with a strong understanding of enterprise security frameworks, compliance standards, and the ability to align solutions to customer security and risk requirements
• A customer-focused mindset and strong interest in cybersecurity and data protection, especially ransomware and recovery
• Working knowledge of data security and backup technologies, and of security frameworks and compliance across multiple industries
• Demonstrated success landing net-new customers and growing existing accounts
• Familiarity with Cohesity solutions (DataProtect, DataHawk, SmartFiles) is a plus; exposure to NetBackup, Backup Exec, or InfoScale is helpful but not required
• Experience working with channel partners and co-selling
• Strong communication skills, including presenting to VP-level customer and internal audiences
• Proficiency with the sales stack (Salesforce, forecasting tools) and demonstrated use of AI tools to improve productivity, organization, and sales effectiveness
• Bachelor’s degree in Business or a related field, or equivalent experience
• Professional English language proficiency for customer and internal communication
• Willingness to travel as required within the assigned territory

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 : $247,760.00-$309,700.00

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.

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.