Sr. Channel Development Manager

Cohesity; Town of Florida (NY); Hybrid; USD 231,000 - 289,000; Full time

Benefits offered by this job

Health and wellness benefits

Vacation

Paid holidays and refresh days

401(k) retirement plan

Life and disability insurance cover</n

Equity grants

Bonus compensation

Commission (if in a sales function)

Job summary

Cohesity is seeking a seasoned Channel Partner Manager in New York to build and manage partner plans, grow the pipeline, and drive bookings. You will collaborate with distributors and partners, forecast pipelines, and lead a sales strategy aligned with the GTM plan.

Applicants should have 8+ years in channel management, strong presentation skills, and a proven track record of growing partner ecosystems while traveling 50%+ and working across diverse teams.

Qualifications

• 8+ years of proven channel management experience with strong quota attainment.
• Growth of top Distribution Managed Partners through Distributors.
• Collaborating with diverse teams to coordinate marketing activities and optimize partner ROI.
• Designing effective engagement with partners.
• Experience with customers and technology partners.
• Excellent presentation skills for technical and business audiences.
• Ability to work independently and remotely with strong work ethic.
• Willingness to travel 50%+.

Responsibilities

• Collaborate with partners to drive bookings and ensure customer experience.
• Identify, recruit, and develop new Partners to expand sales and service capabilities.
• Forecast partner pipeline conversion with sales teams.
• Develop and lead a sales strategy and business plan for assigned Partner accounts.
• Enable Partner sales and technical teams per GTM plan and partner program requirements.
• Track partner performance-to-plan and address enablement gaps.
• Develop selling and services opportunities within Partner organizations.
• Coordinate marketing activities and leverage Cohesity resources for ROI.

Skills

Channel management

Partner enablement

Sales strategy

Forecasting

Presentation skills

Remote work

Travel readiness

AI tools

Education

Bachelor's Degree in CS/Engineering/Math

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.

In this role, you will be responsible for the management and enablement of Channel Partners in our Cohesity Partner Ecosystem. Your primary focus will be on building and handling account and partner plans, strategically growing the pipeline, and effectively managing the conversion process. By growing awareness, demand, and preference for our company products and services, you will play a key role in driving bookings and achieving our ambitious growth targets.

HOW YOU’LL SPEND YOUR TIME HERE:

• Collaborate closely with partners to drive bookings and ensure a perfect customer experience.
• Identify, recruit, and develop new Partners to expand our sales and service capabilities.
• Forecast partner pipeline conversion in coordination with the sales teams.
• Develop and actively lead a sales strategy and business plan for assigned Partner/Distribution account(s).
• Enable Partner sales and technical teams in line with GTM plan and partner program requirements.
• Track partner performance-to-plan and identify action plans to address enablement, engagement, pipeline, and bookings gaps.
• Develop selling and services opportunities with and within Partner organizations, penetrating new divisions and organizations within assigned Partner accounts.
• Coordinate marketing activities and 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.
• 8+ years of proven channel management experience, with a strong achievement against quota.
• Extensive experience in the growth of top Distribution Managed Partners through Distributors.
• Experience collaborating with diverse teams to coordinate marketing activities and optimize investment returns from partners.
• An aim to successfully design effective engagement with partners.
• Experience in working with customers and technology partners.
• Excellent presentation skills, comfortable presenting technical and business material to both small and large groups.
• Ability to work independently and remotely, demonstrating a strong work ethic and eagerness to take on responsibility.
• Demonstrated ability to leverage AI tools to enhance productivity, streamline workflows, and support decision making.
• Must have English language proficiency (Can interact with a degree of fluency when speaking, reading, and writing in a professional and specialized setting).
• Willingness to travel, as this position requires travel exceeding 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: $231,120.00-$288,900.00

• health and wellness benefits
• vacation
• paid holidays and refresh days
• 401(k) retirement plan
• life and disability insurance coverages
• other benefits the Company may offer from time to time
• bonus compensation
• commission (if in a sales function)
• equity grants

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.