Director, MSP Sales Acceleration

Cohesity•Durham, NC

2d•$259,080 - $323,850•Hybrid

About The Position

The Director, MSP Sales Acceleration leads a global team of approximately eight MSP Channel Development Managers, organized by region, to activate sales within MSP partners that have built managed services on Cohesity technologies. The role focuses on generating end-customer demand against partners’ annual spend commitments in a consumption-based commercial model that allows product flexibility, license portability between end customers, and monthly billing. Overages by supported MSPs are considered a sign of success. The team takes handoffs from the MSP Service Creation team when new or enhanced services launch and supports partner sales activation through the first QBR, or longer if remediation is needed. It enables partners to sell Cohesity-based services repeatably without direct Cohesity involvement. The Director sets partner coverage and delivery standards across regions, develops team performance measures and partner-health KPIs, and works closely with MSP Account Executives and partner sales and marketing teams on demand generation and campaigns.

Requirements

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

Nice To Haves

Experience with MSP or MSSP channel sales acceleration or activation.
Domain experience in data protection, cyber resilience, storage, or security markets.

Responsibilities

Lead and develop a global team of approximately eight MSP Channel Development Managers.
Manage the team’s sales activation and launch handoffs for new or enhanced MSP services, supporting partners through the first QBR or longer when remediation is needed.
Lead partner enablement so MSPs can sell Cohesity-based services repeatedly without direct Cohesity involvement.
Develop and manage partner coverage and delivery standards across regions, adapting to differences in partner maturity and market dynamics.
Measure committed-spend depletion through joint sales acceleration activities and use results to assess productivity ratios and plan team scaling.
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.
Coordinate activities that create end-customer demand and consume partner commitments across multiple partners.
Work directly with MSP sales and marketing teams through partner calls, webinars, and in-person events to share sales and promotion best practices.
Share responsibility with Account Executives for ensuring MSPs run Cohesity-inclusive marketing and sales campaigns.