Director Partner Enablement

Cohesity•Santa Clara, CA

21h•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. The Enablement team at Cohesity is on a mission to equip our global partner ecosystem with the skills, tools, and capabilities required to sell effectively and operate at scale. Our team partners closely with Sales, Sales Engineering, Channel, Operations, and Product Marketing to drive seller productivity, partner readiness, and consistent execution of Cohesity’s Cyber Resilience and AI messaging in market. As the Director, Partner Enablement, you will own how Cohesity’s partner ecosystem — spanning resellers, distributors, and managed service providers — is equipped to sell and position Cohesity solutions. You will design, build, and scale enablement programs for both partner business sellers (account executive equivalents) and partner technical sellers (systems engineering equivalents), ensuring both audiences can confidently represent Cohesity’s differentiated value in competitive cybersecurity and data resilience conversations. This role is deeply embedded in Cohesity’s Command of the Message sales methodology and Cyber Resilience++ narrative. You will adapt internal seller playbooks, discovery frameworks, and competitive positioning for partner audiences, and build the partner readiness infrastructure to deploy them at scale. Reporting to the Vice President of Global Sales Enablement, this is a senior individual contributor leadership role with significant cross-functional influence across Channel, Product Marketing, and GTM leadership.

Requirements

10+ years of progressive experience in sales enablement, partner enablement, or channel program design within enterprise SaaS or cybersecurity organizations, with at least 3 years at the director level or equivalent.
Deep familiarity with indirect channel motions — reseller, distributor, and MSP partner ecosystems — and how to design enablement programs that land through those routes to market.
Demonstrated ability to build and scale both business seller and technical seller enablement programs for partner audiences, including role-based learning paths, certification frameworks, and technical readiness programs.
Hands-on experience deploying structured sales methodologies (Command of the Message, MEDDPICC, Value Selling, or equivalent) across partner organizations, with proven adoption and business impact.
Strong background in cybersecurity or data protection domains, with sufficient technical depth to build credible enablement for partner systems engineers and solution architects.
Proven record designing and facilitating global partner training events, SKOs, and certification programs across geographically dispersed audiences (AMER, EMEA, APJ).
Experience evaluating and deploying AI-powered enablement technologies — including coaching automation, content personalization, and learning management platforms — to drive partner productivity and scale.
Strong executive presence and stakeholder management skills, with the ability to influence CRO, CMO, and Channel leadership through clear communication, data, and sound program design.
Demonstrated ability to measure enablement impact against business outcomes — partner-sourced pipeline, ramp-to-quota, win rates, and deal velocity — not just training completion rates.
Experience building partner enablement in a high-growth, rapidly evolving product environment where message discipline and field-readiness speed are competitive differentiators.
Must have English language proficiency. Can interact with a degree of fluency when speaking, reading, and writing in a professional and specialized setting.

Nice To Haves

Bachelor’s degree in Business Administration, Communications, or related field.
Advanced degree or equivalent executive experience a plus.
MEDDPICC, Command of the Message, or Prosci Change Management certification.
Familiarity with Cohesity’s product portfolio — DataProtect, FortKnox, DSPM, and AI-powered data security — or comparable experience in adjacent cybersecurity or data protection platforms.
Experience operating within a CRO or GTM organization with direct accountability to revenue outcomes and cross-functional alignment to product and marketing.
Prior frontline sales or pre-sales experience in enterprise technology — the seller’s perspective that makes enablement programs land differently in the field.

Responsibilities

Design and own the global partner enablement strategy, covering all partner types (resellers, distributors, managed service providers) and all partner seller roles (business sellers and technical sellers).
Adapt Cohesity’s internal Command of the Message framework, discovery frameworks, objection handling guides, and competitive positioning into partner-ready assets that travel through indirect routes to market.
Build partner-specific learning paths and certification programs that align to Cohesity’s Cyber Resilience and AI portfolio, enabling partner sellers to have differentiated, value-based conversations with customers.
Design technical seller enablement for partner systems engineers, covering solution positioning, proof-of-concept guidance, and technical discovery aligned to Cohesity’s DataProtect, FortKnox, DSPM, and AI platform offerings.
Partner closely with Channel leadership, Product Marketing, and the broader Enablement team to ensure partner content reflects current GTM messaging, competitive intelligence, and product positioning.
Lead partner SKO sessions, virtual training events, bootcamps, and on-demand content programs — translating GTM strategy into field-ready partner execution.
Define measurement frameworks and instrumentation to track partner enablement adoption, certification completion, and business impact — including partner-sourced pipeline, win rates, and deal velocity.
Serve as a trusted advisor to Channel leadership, Enablement stakeholders, and senior GTM executives, communicating partner readiness status and investment rationale clearly and confidently.