Director, Channel Development

Cohesity•New York, NY

3d•$304,800 - $381,000•Hybrid

About The Position

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.

Requirements

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

Responsibilities

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