Global Pursuit Strategic Deal Architect

Cohesity•Santa Clara, CA

1d•$311,400 - $346,000

About The Position

The Global Pursuit Strategic Deal Architect supports sales pipeline growth and deal wins through commercial innovation. This role helps shape strategic opportunities and leads the deal process for complex, strategic pursuits from inception to close, engaging customer executive leadership, vertical business units, and practice business heads. The Deal Architect connects the customer’s needs, Cohesity’s solution, the total cost of ownership and return-on-investment case, and the commercial offer into a unified executive narrative. The role remains embedded with the account executive and sales team through negotiation and close, partnering with Finance, DMT, and Revenue. The position calls for a record of customer-focused, outcome-based selling and substantial business acumen, industry and competitive knowledge, value engineering, and field sales expertise. It is an individual-contributor role with no direct reports and reports to the Sr. Director, Global Pursuit Strategy. The role may require travel of up to 30% or more. Employees within a reasonable commute of a core office are expected to work there two to three days per week; Cohesity prefers candidates located near the designated job location. Candidates outside the area should apply only if committed to relocating before starting and legally authorized to work in the job location.

Requirements

15+ years of relevant work experience in sales management, field sales, or sales strategy roles.
10+ years of relevant experience or an equivalent combination of education and work experience.
Experience building a business around complex sales cycles and customer technical business drivers, such as KPIs.
Experience partnering with account executives and sales teams through negotiation and close.
Experience in strategic account planning.
Track record of quantifying customer priorities and tying them to solution scope.
Experience in value engineering, including deal economics models (TCO, ROI, and risk) and innovative commercial offers.
Experience developing executive narratives, customer presentations, and value propositions.
Track record of aligning customer and Cohesity executives and co-creating with customers to accelerate decisions.
Working knowledge of deal governance, including approvals, quoting, pricing, accounting, and compliance.
Experience partnering cross-functionally with Finance, DMT, and Revenue.
Experience architecting technical solutions.
Strong business acumen, deep understanding of infrastructure technologies, and broad understanding of file systems and storage technologies.
Experience with Digital, Data Management, Storage Networking, Hyper Converged, Information Security, and Compliance technologies.
Advanced presentation skills and experience presenting to audiences.
Track record of earning trust with stakeholders in organizations.
Adaptive, play-to-win approach; ability to learn new businesses and systems quickly and solve high-impact, ambiguous business problems.
Demonstrated ability to use AI tools to enhance productivity, streamline workflows, and support decision-making.
Professional English proficiency for customer and internal communications.
Ability to travel up to 30% or more.

Nice To Haves

A degree in Business, Finance, Economics, Information Systems, Computer Science, Instructional Technology, Technical Training, or a relevant field.

Responsibilities

Help sales create and shape strategic opportunities and drive complex strategic deals from inception to close, remaining embedded with the account executive and sales team through negotiation and close.
Understand Strategic, Enterprise, Global, and/or Federal businesses and their strategies for driving ARR and TCV growth.
Represent the customer within Cohesity and champion value-based selling tied to the customer’s quantified business outcomes.
Lead customer discussions to define desired outcomes and their value to the customer.
Build financial cases that connect customer outcomes and solution scope to TCO, ROI, and risk, including business cases justifying investment.
Structure innovative commercial offers and compelling customer value propositions.
Align customer and Cohesity executives and co-create with customers to accelerate decisions.
Support strategic account planning for covered accounts and deals.
Partner with Finance, DMT, and Revenue on deal governance, including approvals, quoting, pricing, accounting, and compliance.
Collaborate with cross-functional teams, including SE, FTD, and CX, to create and close opportunities, including responses to RFIs, RFPs, and EOIs.
Develop subject-matter expertise in Cohesity technology and solutions and apply it to customers’ business processes.