Federal Account Executive - Army
About The Position
Cohesity is hiring a Federal Account Executive focused on the Army to develop and grow a defined territory. This hands-on sales role focuses on prospecting, building pipeline, closing opportunities, and supporting the expansion of existing accounts. The role operates in enterprise technology, particularly data security and AI-powered resilience, and involves addressing complex customer needs with high-impact solutions. The position works with enterprise accounts and channel partners to acquire new customers and grow existing business. The Account Executive supports customer engagements from discovery and evaluation through proposal development and solution alignment, collaborating with Sales Engineers and leadership. The role also involves developing value-based proposals, maintaining accurate opportunity tracking and forecasts, meeting quarterly performance expectations, and sharing customer and competitive insights with internal teams. Cohesity employees within a reasonable commute of a core office are expected to work from the office two to three days per week, on days of their choosing. Candidates outside the designated job area should be committed to relocating before their start date and have the legal right to work in the job location. The position requires travel as needed.
Requirements
- Demonstrated experience selling into and partnering with Information Security or Cybersecurity teams.
- Strong understanding of enterprise security frameworks and compliance standards, and ability to align solutions with customer security and risk requirements.
- Customer-focused mindset and strong interest in cybersecurity and data protection, especially ransomware and recovery.
- Proven experience selling enterprise technology solutions, ideally in infrastructure, SaaS, or adjacent markets.
- Evidence of success contributing to net-new customer acquisition and growing existing accounts.
- Foundational understanding of data security and backup technologies, with willingness to deepen technical knowledge.
- Comfort working with channel partners and interest in developing co-selling skills.
- Strong communication skills and ability to present clearly to customers and internal stakeholders.
- Demonstrated experience using AI tools to improve productivity, organization, and sales effectiveness.
- Bachelor's degree in Business or a related field, or equivalent experience.
- Professional English-language proficiency for customer and internal communication.
- Willingness to travel as required.
Nice To Haves
- Familiarity with Cohesity solutions, including DataProtect, DataHawk, and SmartFiles.
- Exposure to platforms such as NetBackup, Backup Exec, or InfoScale.
Responsibilities
- Execute a territory plan focused on net-new logo acquisition and account growth across a defined set of enterprise accounts.
- Build, manage, and progress a qualified sales pipeline, including directly sourced opportunities and opportunities supported through channel partners.
- Identify key stakeholders, build customer relationships, and engage senior decision-makers.
- Support and lead customer engagements through discovery, evaluation, proposal development, and solution alignment, with guidance from Sales Engineers and leadership.
- Develop and deliver value-based proposals connecting Cohesity's platform to customer security, resilience, and operational needs.
- Collaborate with channel partners and technology alliances, including NVIDIA, IBM, HPE, and AWS, to support deal execution and expand market reach.
- Maintain accurate opportunity tracking and forecasting, and contribute to consistent quarterly performance.
- Share customer insights and competitive feedback with sales and product teams.
Benefits
- Health and wellness benefits
- Vacation
- Paid holidays and refresh days
- 401(k) retirement plan
- Life and disability insurance coverages
- Bonus compensation, commission for sales roles, and/or equity grants may be available, as applicable.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
