Senior Channel Development Manager - AHEAD West

Cohesity • USA - California - Remote, TX

3d • $260,010 - $288,900

About The Position

Cohesity is seeking a Senior Channel Development Manager to own the strategic relationship with AHEAD, a key national strategic partner. The role develops and executes a joint partner growth strategy to increase pipeline creation, bookings, enablement, executive engagement, market expansion, and revenue growth. The manager builds relationships across AHEAD’s executive leadership, sales, technical, services, and field organizations, while coordinating Cohesity resources to grow awareness, demand, and preference for Cohesity solutions.

The position focuses on expanding Cohesity’s presence within AHEAD, increasing strategic account penetration, and supporting enterprise opportunities. It includes developing joint business plans, aligning partner and field teams, enabling sales and technical organizations, forecasting and tracking performance, and leading business reviews. The manager also coordinates go-to-market and marketing resources, develops competitive displacement strategies, and identifies ways for AHEAD to grow profitably through Cohesity-related services, incentives, programs, and expansion opportunities.

The role requires at least eight years of relevant experience and willingness to travel as needed. Cohesity strongly prefers candidates located in or near the designated job location; employees within a reasonable commute of core offices are expected to work from an office two to three days per week. The posted annualized pay range is $260,010–$288,900. The position may also be eligible for bonus compensation, commission, and/or equity grants. Full-time employees are eligible for the company’s benefits framework.

Requirements

• At least 8 years of proven experience in channel, enterprise sales, strategic alliances, or partner management, with a record of exceeding revenue and growth objectives.
• Demonstrated success building and executing joint business plans with large strategic partners and delivering measurable pipeline growth, bookings performance, and market expansion.
• Ability to build and maintain relationships from field sellers and technical teams through executive leadership within complex partner organizations.
• Experience driving partner-led account mapping, pipeline generation, territory planning, and enterprise sales campaigns.
• Strong understanding of enterprise infrastructure, cyber resilience, data security, cloud, and/or data management markets.
• Experience developing executive-level relationships and conducting QBRs, business reviews, and strategic planning sessions.
• Experience coordinating cross-functional sales, pre-sales, marketing, services, and executive stakeholders to achieve business objectives.
• Experience collaborating with diverse teams to optimize partner investments and business outcomes.
• Ability to design and execute scalable partner enablement and engagement strategies.
• Excellent presentation skills and comfort presenting technical and business content to executive audiences, sales teams, and large partner organizations.
• Ability to work independently and remotely, demonstrating initiative, ownership, and strategic thinking.
• Demonstrated ability to use AI tools to enhance productivity, streamline workflows, and support decision-making.
• Professional English proficiency in speaking, reading, and writing.
• Willingness to travel as needed for engagement with AHEAD leadership, field teams, customers, and Cohesity stakeholders.
• Legal right to work in the job location; candidates outside the designated area should be committed to relocating before their start date.

Nice To Haves

• Prior experience managing AHEAD or another large national solution provider, strategic reseller, or GSI is strongly preferred.
• Existing AHEAD relationships are highly desirable.
• Candidates currently located in or near the designated job location are strongly preferred.

Responsibilities

• Own the strategic relationship with AHEAD and develop trusted relationships across its executive, sales, technical, services, and field organizations.
• Develop and execute a joint Cohesity-AHEAD business plan with measurable goals for pipeline creation, bookings, enablement, account penetration, and market development.
• Collaborate with AHEAD and Cohesity teams to drive bookings and deliver an exceptional customer experience.
• Expand Cohesity’s mindshare and presence across AHEAD by developing relationships and activating them to generate new pipeline and bookings.
• Drive account mapping and seller alignment between AHEAD and Cohesity field teams to identify opportunities and generate pipeline.
• Partner with sales teams on strategic enterprise opportunities, including key verticals and high-value accounts.
• Forecast pipeline performance and bookings with AHEAD and Cohesity sales leadership.
• Lead AHEAD’s sales strategy and business plan, including pipeline, bookings, enablement, marketing, and strategic growth initiatives.
• Create repeatable sales plays, enablement programs, executive engagement strategies, and field activation initiatives.
• Enable AHEAD sales and technical teams at scale in alignment with go-to-market objectives, partner programs, and business priorities.
• Track performance against business plan objectives and establish action plans to address gaps.
• Lead regular Quarterly Business Reviews and executive business reviews, using KPIs and performance metrics to identify growth opportunities and investment priorities.
• Develop selling and services opportunities within AHEAD and expand relationships into additional business units, technical organizations, and customer segments.
• Understand AHEAD’s business model and economics and explain how its sellers and services teams can profitably grow with Cohesity.
• Coordinate Cohesity sales, sales engineering, marketing, services, partner programs, and executive leadership resources to deliver a unified go-to-market strategy.
• Develop partner-led competitive displacement strategies to increase Cohesity’s share of wallet and position it against competitors.
• Coordinate marketing activities and use Cohesity marketing resources to drive awareness, pipeline generation, executive engagement, and measurable return on investment.

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: Senior
• Education Level: No Education Listed