Principal Channel Development Manager
About The Position
Interested candidates based outside of the designated areas are welcome to apply, provided they have the indefinite right to work in the job location. 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. We're seeking a vibrant and sharp mind to be our Sr. Channel Development Manager - WWT HOW YOU’LL SPEND YOUR TIME HERE You will be responsible for the management and enablement of Channel Partners in Cohesity Partner Ecosystem. Building and handling account and partner plans including managing the tasks within the Channel Management System (CMS) and growing pipeline strategically; manage pipeline conversion Creating awareness, demand and preference for company products and services. Collaborating with partners to drive bookings Identifying, recruiting and developing new Partners to sell and provide services Forecasting partner pipeline conversion in coordination with the sales teams Develops and actively leads a sales strategy and jointly developed business plan for assigned Partner/Distribution account(s). Uses business plan(s) as a roadmap for partner growth, management of the account(s), Alliances leverage and contribution to Cohesity objectives Enables Partner sales and technical teams in line with GTM plan and partner program requirements as well as clearly defined outcomes and metrics. Tracks partner performance-to-plan, Delivers company strategy/vision, identifies actions plans to address enablement, engagement, pipeline and bookings gaps Develops selling & services opportunities with and within Partner organizations; penetrate new divisions and organizations within assigned Partner accounts. Coordinates marketing activities. Leverage Cohesity marketing resources to establish, prioritization, execution, and return on investment.
Requirements
- Demonstrated ability to leverage AI tools to enhance productivity, streamline workflows, and support decision making
- Bachelor’s Degree in Computer Science, Engineering, Mathematics, related field, or equivalent experience with 8+ years of demonstrable channel management experience
- strong achievement against quota and extensive knowledge arrived through exposure to sophisticated business situations
- Extensive experience in the growth of top Distribution Managed Partners through Distributors
- Experience working with cross functional teams to coordinate marketing activities to decide, prioritize, implement, and investment returns from partners
- A drive to successfully design effective engagement with partners
- Experience in working with customers and technology partners
- Very comfortable presenter of technical and business material to both small and large groups
- Individuals who can work independently and remotely are valued members of our team, with strong work ethic and are eager to take on responsibility
- Willing to travel? This position requires you to travel >50%
Responsibilities
- management and enablement of Channel Partners in Cohesity Partner Ecosystem
- Building and handling account and partner plans including managing the tasks within the Channel Management System (CMS) and growing pipeline strategically; manage pipeline conversion
- Creating awareness, demand and preference for company products and services
- Collaborating with partners to drive bookings
- Identifying, recruiting and developing new Partners to sell and provide services
- Forecasting partner pipeline conversion in coordination with the sales teams
- Develops and actively leads a sales strategy and jointly developed business plan for assigned Partner/Distribution account(s)
- Uses business plan(s) as a roadmap for partner growth, management of the account(s), Alliances leverage and contribution to Cohesity objectives
- Enables Partner sales and technical teams in line with GTM plan and partner program requirements as well as clearly defined outcomes and metrics
- Tracks partner performance-to-plan, Delivers company strategy/vision, identifies actions plans to address enablement, engagement, pipeline and bookings gaps
- Develops selling & services opportunities with and within Partner organizations; penetrate new divisions and organizations within assigned Partner accounts
- Coordinates marketing activities
- Leverage Cohesity marketing resources to establish, prioritization, execution, and return on investment
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
