Channel Development Manager, Mid Atlantic
About The Position
Cohesity is hiring a Channel Development Manager to manage and enable channel partners in its partner ecosystem across the Mid-Atlantic territory. The role focuses on building partner and account plans, strategically growing and converting pipeline, creating awareness and demand for Cohesity products and services, and collaborating with partners to drive bookings. The manager will recruit and develop partners, forecast partner pipeline conversion with sales teams, and lead joint sales strategies and business plans for assigned partner and distribution accounts. The role also enables partner sales and technical teams in line with go-to-market plans and program requirements, tracks performance against plans, and addresses gaps in enablement, engagement, pipeline, and bookings. It develops selling and services opportunities within partner organizations, coordinates marketing activities and resources, and assesses investment returns. The position requires more than 50% travel. Cohesity supports remote work, while employees within reasonable commuting distance of a core office are expected to work from an office two to three days per week.
Requirements
- Bachelor’s degree in Computer Science, Engineering, Mathematics, or a related field, or equivalent experience.
- At least 8 years of demonstrable channel management experience.
- Strong achievement against quota and extensive knowledge gained through exposure to sophisticated business situations.
- Extensive experience growing top Distribution Managed Partners through distributors.
- Experience working with cross-functional teams to coordinate, prioritize, and implement marketing activities and assess partner investment returns.
- Ability to design effective partner engagement.
- Experience working with customers and technology partners.
- Comfort presenting technical and business material to small and large groups.
- Demonstrated ability to use AI tools to enhance productivity, streamline workflows, and support decision-making.
- Ability to work independently and remotely, with a strong work ethic and willingness to take on responsibility.
- Willingness to travel more than 50%.
Responsibilities
- Manage and enable channel partners in Cohesity’s partner ecosystem in the Mid-Atlantic territory.
- Build and manage account and partner plans, maintain tasks in the Channel Management System, strategically grow pipeline, and manage pipeline conversion.
- Create awareness, demand, and preference for Cohesity products and services.
- Collaborate with partners to drive bookings.
- Identify, recruit, and develop new partners to sell and provide services.
- Forecast partner pipeline conversion in coordination with sales teams.
- Develop and lead sales strategies and jointly developed business plans for assigned partner and distribution accounts.
- Enable partner sales and technical teams in line with go-to-market plans, partner program requirements, defined outcomes, and metrics.
- Track partner performance against plans, communicate Cohesity’s strategy and vision, and identify action plans to address gaps in enablement, engagement, pipeline, and bookings.
- Develop selling and services opportunities with and within partner organizations, including penetrating new divisions and organizations within assigned partner accounts.
- Coordinate marketing activities, leveraging Cohesity marketing resources to prioritize, execute, and measure return on investment.
Benefits
- Health and wellness benefits
- Vacation
- Paid holidays
- Refresh days
- 401(k) retirement plan
- Life insurance
- Disability insurance
- Possible bonus compensation, commission, and/or equity grants, depending on eligibility
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What This Job Offers
Job Type
Full-time
Career Level
Senior
