Sr. Manager, MSP Sales Acceleration

Cohesity•Durham, NC

1d•$223,040 - $278,800•Hybrid

About The Position

The Senior Manager, MSP Sales US & Canada leads Cohesity’s MSP account management function across the two regions. The role manages a team of MSP Account Executives and owns sales strategies and commercial relationships with Managed Service Providers that build services using Cohesity technologies. Because many partners hold software entitlements and transact directly with Cohesity, this position combines channel leadership with customer-facing sales leadership and responsibility for the regional MSP sales target. The role owns partners’ annual spend commitments from initial sizing through annual recommitments and expansions. It works alongside the Global MSP organization’s Service Creation and Sales Acceleration teams to support partners from service design and launch through end-customer demand generation and commitment growth. The Senior Manager also owns the regional forecast and operating cadence, negotiates complex agreements, aligns MSP coverage with field sales, and coordinates partner requirements and commercial processes across internal teams. The posted annual pay range is $223,040–$278,800. The position may also be eligible for bonus compensation, sales commission, and/or equity grants. Full-time employees are eligible for health and wellness benefits, vacation, paid holidays and refresh days, a 401(k) plan, life and disability insurance, and other benefits the Company may offer. Employees within a reasonable commute of a core office work from the office two to three days per week; candidates outside the area are expected to be willing to relocate before starting and have legal authorization to work in the job location.

Requirements

At least 5 years of quota-carrying experience in enterprise software, cloud infrastructure, or cybersecurity, including at least 3 years leading sales teams.
Direct experience selling to or managing MSPs, Cloud Service Providers, MSSPs, or other service providers as customers; commitment- or consumption-based commercial model experience is preferred.
Track record of leading and developing distributed sales teams.
Understanding of consumption economics, including partner commitments, unit pricing, and usage-based overages and their implications for sizing and growing commitments.
Track record of negotiating sophisticated six- and seven-figure deals with intricate terms, conditions, and pricing pressures.
Proven success working through matrixed field organizations.
Strong operational cadence and forecast accuracy; familiarity with Salesforce and Clari.
Experience positioning enterprise data protection, cyber resilience, storage, or security solutions.
Strong focus on building a winning culture, with high personal standards and expectations for the team.
Strong executive communication skills and ability to present to C-level partner contacts and Cohesity senior leadership.
Professional English language proficiency.
Demonstrated experience using AI tools to improve productivity, organization, and sales effectiveness.
Willingness to travel as required.

Nice To Haves

Additional language proficiency.
Domain experience in data protection, cyber resilience, storage, cybersecurity, or artificial intelligence markets.
Experience selling to or managing service providers under commitment- or consumption-based commercial models.

Responsibilities

Develop MSP sales strategies for recruitment, competitive displacement, share growth, upselling, and renewals.
Achieve short-, mid-, and long-term MSP revenue goals, objectives, and quotas.
Build, lead, and develop a sales team of MSP Account Executives; recruit and develop Account Executives as partner coverage and geographic reach grow.
Own each partner’s annual spend commitment from initial sizing through annual recommitment and expansion.
Ensure strategic MSPs have joint business plans with defined targets, inspected and aligned through regular QBRs.
Lead negotiations for complex six- and seven-figure MSP agreements, including commitment structures, pricing tiers, and terms.
Sponsor selected MSP partners and build relationships with their C-level leadership.
Use consumption and overage trends to time recommitments and upsizes and identify at-risk partners early.
Own the regional MSP forecast and pipeline, providing clear and accurate commitments to the Sr. Director, Global MSP Sales and Worldwide Field Organization leadership.
Establish team operating rhythms, including weekly forecast calls, partner health reviews, and quarterly business reviews, with measures including commitment attainment, recommit rate, net expansion, and consumption against commitment.
Build collaborative relationships with regional field sales leaders to align MSP coverage, resolve account ownership and crediting questions, and co-sell where MSP services meet enterprise customer demand.
Coordinate with Service Creation and Sales Acceleration so partners move from service launch to sales activation and commitment growth.
Bring partner requirements to Product Management with supporting revenue context and communicate roadmap progress to partners.
Work with Deal Management, Legal, Channel Programs, and Alliances to align MSP agreements, pricing, and program benefits with global standard processes.