Director, MSP Sales Acceleration

Cohesity • Durham, NC

3d • $259,080 - $323,850 • Hybrid

About The Position

The Director, MSP Sales Acceleration leads the activation of sales within managed service provider (MSP) partners using Cohesity technologies. The role manages a global, regionally organized team of approximately eight MSP Channel Development Managers and focuses on generating demand against partners’ annual spend commitments. Cohesity’s MSP/MSSP commercial model allows partners to deploy their commitments across products, move licenses between end customers, and receive monthly billing; overages are viewed as a sign of success.

The team takes handoffs from the MSP Service Creation team when a new or enhanced service launches, supports partner sales activation, and remains engaged through the first QBR or longer if remediation is needed. The team enables partners to sell services repeatably without direct Cohesity involvement. The Director establishes regional coverage and delivery standards, develops performance measures and KPIs, and works closely with MSP Account Executives and partner sales and marketing teams to create end-customer demand and run Cohesity-inclusive campaigns.

Cohesity describes itself as a leader in AI-powered data security and management. Employees within a reasonable commute of a core office are expected to work from that office two to three days per week. Candidates outside the designated job area should be willing to relocate before starting and must have the legal right to work there. The role requires travel as needed. The stated pay range is $259,080–$323,850 annually; compensation may also include bonus, commission, and/or equity. Full-time employees are eligible for the company benefits framework.

Requirements

• Experience leading a distributed, quota-carrying team focused on channel sales.
• Track record of building channel sales acceleration, enablement, or activation motions, preferably for MSPs or MSSPs in a partner-led model.
• Innovative ideas for partner-led sales and marketing activities that generate demand and sales results.
• Comfort with consumption-based commercial models, including the interaction of partner commitments, unit pricing, and usage-based overage billing.
• Experience working with channel partner marketing teams on content and campaigns.
• Strong analytical instincts and comfort building productivity ratios and KPIs.
• Demonstrated ability to use AI tools to improve productivity, streamline workflows, enhance decision-making, organization, or sales effectiveness.
• Willingness to travel as required.
• Professional English proficiency for customer and internal communication.

Nice To Haves

• Domain experience in data protection, cyber resilience, storage, or security markets.
• Experience building channel sales acceleration, enablement, or activation motions specifically for MSPs or MSSPs.

Responsibilities

• Lead and develop a global team of roughly eight MSP Channel Development Managers.
• Manage sales activation and launch handoffs from the MSP Service Creation team, supporting partners when new or enhanced services launch.
• Keep the team engaged through the first QBR, where launch sales targets are confirmed, and continue longer when remediation is needed.
• Enable MSP partners to sell Cohesity-based services repeatably without direct Cohesity involvement.
• Develop and manage partner coverage and delivery standards across regions, adapting to differences in partner maturity and market dynamics.
• Measure partner committed-spend depletion through joint sales acceleration activities and use results to assess productivity ratios, team performance, and scaling needs.
• Develop KPIs that proactively measure partner health and indicate future performance.
• Partner with MSP Account Executives, who own MSP executive relationships, annual spend commitments, and annual recommitments.
• Lead activities that create end-customer demand and consume MSP commitments across multiple partners.
• Work directly with MSP sales and marketing teams to share best practices through partner calls, webinars, and in-person events.
• Share responsibility with Account Executives for ensuring MSPs run Cohesity-inclusive marketing and sales campaigns.

Benefits

• Health and wellness benefits
• Vacation
• Paid holidays and refresh days
• 401(k) retirement plan
• Life insurance coverage
• Disability insurance coverage
• Bonus compensation, commission, and/or equity grants may be available depending on role and eligibility

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed