MSP Sales Acceleration Manager, US & Canada

Cohesity • Durham, NC

5d • $171,360 - $214,200

About The Position

The MSP Sales Acceleration Channel Development Manager activates sales within an assigned portfolio of managed service provider (MSP) and managed security service provider (MSSP) partners that have launched services built on Cohesity technology. The role takes over from the MSP Service Creation team as a new or enhanced service approaches launch, and stays engaged through partner sales activation and the first QBR, where launch targets are confirmed. The manager also leads continuing sales acceleration activities outside of launch periods.

This position trains partner sellers on Cohesity’s value propositions, objection handling, and competitive positioning. It develops creative ways to build product mindshare and demand among partner sellers, works directly with partner sales and marketing teams, and uses role-play, coaching, and other methods to improve partner sales effectiveness. The role monitors partner productivity and the depletion of committed spend, supports demand-generation activities, and reports indicators of partner health and future performance.

The manager works alongside MSP Account Executives, who own executive relationships, annual spend commitments and recommitments, and forecast management. The role develops training materials such as objection-handling guides, competitive battlecards, and role-play scenarios, uses AI to improve enablement-content development, and relays partner seller feedback to Cohesity teams to inform enablement and product roadmaps. Extensive travel is expected. Employees within a reasonable commute of a core office are expected to work from the office two to three days per week; the company prefers candidates near the designated job location.

Requirements

• Experience carrying and consistently achieving a quota or productivity target in a channel sales or sales enablement role.
• Professional English proficiency for customer and internal communication.
• Willingness to travel as required; travel is expected to be extensive.

Nice To Haves

• Track record of building or executing channel sales acceleration, enablement, or activation motions, preferably in an MSP or MSSP partner-led motion.
• Innovative ideas for partner-led sales and marketing activities that generate demand and sales results.
• Experience working with channel partner marketing teams on content and campaigns.
• Strong analytical instincts, including comfort building productivity ratios and KPIs.
• Domain experience in data protection, cyber resilience, storage, or security markets.
• Demonstrated experience using AI tools to improve productivity, organization, and sales effectiveness.

Responsibilities

• Receive handoffs from the MSP Service Creation team for new or enhanced services nearing launch and drive partner sales activation with partner enablement and product management teams.
• Stay engaged through the partner’s first QBR, confirm sales targets against the launch, and provide further support as needed for remediation.
• Enable MSP partners to sell services repeatably without direct Cohesity involvement in support of partner sales and sales enablement teams.
• Create demand against partner committed spend through partner-led and joint Cohesity sales acceleration activities.
• Track productivity ratios and partner committed spend depletion across assigned partners.
• Train partner sellers on Cohesity value propositions, objection handling, and competitive positioning through role-play, coaching, and other methods.
• Surface indicators of partner health and likely future performance to the Director, the partner’s MSP Account Executive, and the broader team.
• Partner with MSP Account Executives, who own MSP executive relationships, annual spend commitments and recommitments, and forecast management.
• Lead activities that create end-customer demand to consume partner commitments.
• Work directly with MSP sales and marketing teams to share best practices through partner calls, webinars, and in-person events.
• Share responsibility with the Account Executive for ensuring MSPs run Cohesity-inclusive marketing and sales campaigns.
• Develop training and enablement assets, including objection-handling guides, competitive battlecards, and role-play scenarios, in partnership with Product Marketing, Competitive Intelligence, and Partner Marketing.
• Use AI to develop effective, engaging enablement content efficiently.
• Bring feedback from MSP seller training and coaching to Cohesity’s core MSP team to inform enablement and product roadmaps.

Benefits

• Health and wellness benefits
• Vacation
• Paid holidays and refresh days
• 401(k) retirement plan
• Life insurance
• Disability insurance
• Potential bonus compensation, commission, and/or equity grants, depending on eligibility

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed