Director, OEM HPE Alliances

Cohesity•Santa Clara, CA

1d•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. We’ve been named a Leader by multiple analyst firms and have been globally recognized for Innovation, Product Strength, and Simplicity in Design. Join us on our mission to shape the future of our industry. The sales team at Cohesity is on a mission to help organizations around the world find limitless value from their data. We are looking to expand our Global Alliances team, and we are seeking a highly motivated and expert Director of Strategic Alliances. In this role, you will serve as the strategic lead and joint business leader for Cohesity's OEM HPE partnership. As a leader on the Global Alliances team, you will plan, build, and drive partnerships that deliver benefits to Cohesity, our OEM partners, and our shared enterprise customers. The successful candidate will ensure effective alignment and lead joint go-to-market (GTM), including partnership and business planning, product and reseller agreement management, field enablement, training and certification, and executive engagement. You will also support our geo-based field sales organization as they pursue joint opportunities with and alongside our alliances.

Requirements

10+ years of relevant partnership experience
Experience successfully leading and driving new business growth or value, including joint hardware/software initiatives (in a vendor sales or partner executive role).
Successful track record in fast-paced, complex environments and delivering high-impact results across matrixed organizations.
Excellent engagement and influence skills with senior executives and decision-makers.
Excellent communication skills (interpersonal, written, verbal) that build credibility and confidence with team members and partners.
Solid understanding of OEM and Server Platform partner models, including reseller/distribution agreements, incentive programs, and renewal cadences.
Strong understanding of how to productize joint use cases targeting business outcomes and bring new offers to enterprises, including commercial models, cost structures, and value analysis.
Proven expertise in executing partner business plans and executive briefings to leadership teams at OEM/Server Platform partners.
Entrepreneurial attitude and a proven track record of driving revenue and scaling business with an OEM or hardware platform partner.
Ability to travel

Responsibilities

Be the trusted leading point of contact for our HPE OEM partnership.
Lead joint go-to-market (GTM) with HPE, including business operations, field engagement, and executive alignment.
Manage the commercial mechanics of the partnership — reseller and OEM agreements, renewal timing, pricing structures, and contract terms — in partnership with legal and deal desk.
Educate and engage key leaders on Cohesity's transformational capabilities, growing relationships at all organizational levels, with special emphasis on decision-makers and executive leadership at HPE.
Orchestrate cross-functional team members internally and at partners to drive business planning, joint solution design and launch, and field readiness.
Support geo-based sales teams by developing partner-specific business plans and identifying joint opportunities.
Lead partnership business planning, co-engineering and product bundling discussions, and GTM planning to strengthen joint offers and drive incremental revenue.