Channel Development Manager

Cohesity•Austin, TX

3d•$172,800 - $216,000•Hybrid

About The Position

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. In this role, you will serve as the primary strategic relationship owner for SHI, one of Cohesity's most important national strategic partners. You will be responsible for developing and executing a comprehensive partner growth strategy that drives pipeline creation, bookings, enablement, executive engagement, and market expansion. Your focus will be on building trusted relationships across SHI executive leadership, sales, technical, services, and field organizations while aligning Cohesity resources to increase mindshare, create net-new opportunities, and accelerate revenue growth. By growing awareness, demand, and preference for Cohesity solutions across SHI's organization and customer base, you will play a critical role in driving bookings, expanding strategic account penetration, and achieving ambitious growth objectives.

Requirements

Proven experience in channel, enterprise sales, strategic alliances, or partner management, with a strong track record of exceeding revenue and growth objectives.
Prior experience managing SHI or another large national solution provider, strategic reseller, or GSI is strongly preferred; existing SHI relationships are highly desirable.
Demonstrated success building and executing joint business plans with large strategic partners while delivering measurable pipeline growth, bookings performance, and market expansion.
Proven ability to build and maintain relationships ranging from field sellers and technical teams through executive leadership within complex partner organizations.
Experience driving partner-led account mapping, pipeline generation, territory planning, and enterprise sales campaigns.
Strong understanding of enterprise infrastructure, cyber resilience, data security, cloud, and/or data management markets.
Direct experience developing executive-level relationships and conducting QBRs, business reviews, and strategic planning sessions.
Experience coordinating cross-functional teams, including sales, pre-sales, marketing, services, and executive stakeholders to achieve business objectives.
Experience collaborating with diverse teams to optimize partner investments and maximize business outcomes.
Ability to successfully design and execute scalable partner enablement and engagement strategies.
Excellent presentation skills, comfortable presenting technical and business content to executive audiences, sales teams, and large partner organizations.
Ability to work independently and remotely, demonstrating initiative, ownership, and strategic thinking.
Demonstrated ability to leverage AI tools to enhance productivity, streamline workflows, and support decision-making.
Must have English language proficiency (can interact with a high degree of fluency when speaking, reading, and writing in a professional setting).
Willingness to travel as needed, including regular engagement with SHI leadership, field teams, customers, and Cohesity stakeholders.

Responsibilities

Serve as the primary strategic relationship owner for SHI, developing trusted relationships across executive leadership, sales, technical, services, and field organizations.
Develop and execute a joint Cohesity-SHI business plan with measurable goals for pipeline creation, bookings, enablement, account penetration, and market development.
Collaborate closely with SHI and Cohesity teams to drive bookings and deliver an exceptional customer experience.
Expand Cohesity's presence and mindshare across SHI by developing new relationships within SHI sales, technical, services, and leadership organizations and activating those relationships to create net-new pipeline and bookings.
Drive account mapping and seller alignment between SHI and Cohesity field teams to identify whitespace opportunities, accelerate strategic engagements, and generate net-new pipeline.
Partner with SHI and Cohesity sales teams on strategic enterprise opportunities, including key verticals and high-value accounts.
Forecast pipeline performance and bookings in coordination with SHI and Cohesity sales leadership.
Develop, manage, and actively lead a sales strategy and business plan for SHI, including pipeline, bookings, enablement, marketing, and strategic growth initiatives.
Build Cohesity mindshare across SHI by creating repeatable sales plays, enablement programs, executive engagement strategies, and field activation initiatives.
Enable SHI sales and technical teams at scale in alignment with GTM objectives, partner programs, and strategic business priorities.
Track performance against business plan objectives and establish action plans to address gaps in pipeline generation, enablement, engagement, account penetration, and bookings.
Lead regular Quarterly Business Reviews (QBRs) and executive business reviews with SHI and Cohesity leadership, leveraging KPIs and performance metrics to identify growth opportunities and investment priorities.
Develop selling and services opportunities within SHI while expanding relationships into additional business units, technical organizations, and customer segments.
Develop a strong understanding of SHI's business model and economics and clearly articulate how SHI sellers and services teams can profitably grow their business with Cohesity through services, incentives, programs, and expansion opportunities.
Coordinate Cohesity sales, SE, marketing, services, partner programs, and executive leadership resources to deliver a unified go-to-market strategy with SHI.
Develop partner-led competitive displacement strategies that increase Cohesity share of wallet and position Cohesity favorably against key competitors.
Coordinate marketing activities and leverage Cohesity marketing resources to drive awareness, pipeline generation, executive engagement, and measurable return on investment.