Vice President, Channel & Partner Sales

Cohesity•New York, NY

3d•$400,000 - $500,000•Hybrid

About The Position

Cohesity is a leader in AI-powered data security and management. Following the combination with Veritas, we now serve 13,000+ customers and protect over 200 exabytes of data across a portfolio that includes DataProtect, NetBackup, DataHawk, and our broader cyber resilience platform. Our Americas channel partners influence over $100M in new sales ACV annually, and we are leaning into partner-sourced pipeline and bookings as a primary growth lever for the combined business. We are seeking a revenue-oriented channel executive who combines deep partner ecosystem expertise with proven sales leadership experience. This leader must be capable of driving measurable partner-sourced growth while operating with the execution rigor of a top-performing sales organization. This role owns Americas partner sales execution, Channel Development leadership, partner business planning, partner-sourced pipeline generation, field alignment, and Americas channel forecast and reporting. The role will partner closely with Sales Leadership, Global Partner Programs (program design, incentives, enablement), Channel Operations (deal registration, partner crediting, reporting infrastructure), Marketing (co-marketing, demand generation), and Enablement (partner readiness and certification). The VP does not own program design or channel systems - but has significant influence over both and is expected to be the primary voice of the Americas field in shaping them.

Requirements

15+ years in enterprise technology, with at least 7+ years in channel leadership roles at scaled enterprise infrastructure, cybersecurity, cloud, data protection, or platform software companies.
Sales leadership experience in addition to channel. You have carried a bag, led a sales team, or run a P&L - you understand what the field needs from channel because you’ve been on the other side of the table.
Proven track record growing partner-sourced pipeline and bookings at scale. You can point to the numbers you drove, the partners you activated, and the operating motions you built to get there.
Deep, active relationships across the Americas channel ecosystem - including executives at national solution providers, regional VARs, and distribution. These are relationships you can activate immediately.
Operational discipline. You build rigorous operating cadences, scorecards, and reporting frameworks. Your leadership always knows where channel stands because you run a tight operation and communicate with precision.
Partner economics fluency. You understand why partners prioritize certain vendors: margin, services pull-through, attach opportunities, customer demand, enablement quality, ease of doing business, and executive access. You build channel motions that make partners want to invest.
Cross-functional credibility. You know how to work with Sales, Marketing, Product, Enablement, and Channel Ops without creating friction. You build trust quickly and deliver on commitments.
Executive presence and industry visibility. You are comfortable presenting to a board, keynoting a partner event, and running a C-level QBR with a top-five partner.
A builder’s mindset with an operator’s habits. You are strategic enough to set a three-year channel vision and disciplined enough to run a Monday morning pipeline call.
Demonstrated ability to leverage AI tools to enhance productivity, streamline workflows, and support decision making

Nice To Haves

Experience in data protection, cyber resilience, storage, cloud infrastructure, or security is strongly preferred. You understand the competitive landscape and how channel partners evaluate and prioritize vendors in this space.

Responsibilities

Establish the Americas channel strategy, coverage model, and operating cadence for the combined Cohesity + Veritas partner ecosystem.
Build measurable partner-sourced pipeline and bookings targets by region, segment, and partner tier.
Launch joint business plans with the top strategic partners across the Americas - with pipeline commitments, co-selling motions, and executive-level alignment.
Create a clear CDM scorecard and performance management model that drives accountability across the team.
Increase field adoption of partner-led and partner-assisted sales plays across Commercial, Federal, and LATAM.
Improve executive visibility into partner performance, risks, and growth opportunities through disciplined reporting and operating reviews.
Strengthen Cohesity’s position as a top-three priority vendor with our most strategic Americas partners.
Own the Americas channel strategy end to end: partner segmentation, coverage model, investment allocation, and growth priorities across the Premier, Preferred, and Associate tiers.
Own partner-sourced pipeline, partner-sourced bookings, and partner-influenced revenue growth as core measures of channel impact, while improving pipeline quality, conversion, and partner productivity across the Americas.
Recruit and activate new strategic partners to expand Cohesity’s reach into under penetrated markets, verticals, and customer segments.
Develop joint business plans with top-tier partners that include pipeline commitments, co-selling motions, and executive-level alignment.
Build a partner value proposition that makes Cohesity easier and more profitable to sell - including clear sales plays, services opportunities, enablement, incentives, executive alignment, and predictable engagement with the field.
Operate as a true partner to Americas field sales leadership - ensuring channel development is tightly integrated into territory plans, account strategies, and pipeline reviews.
Partner with Global Partner Programs on program structure, incentives, and enablement to ensure they are driving the right field behaviors and partner outcomes.
Coordinate with Channel Operations on deal registration, partner crediting, pipeline reporting, and operational infrastructure.
Work with Marketing and Enablement to drive co-marketing programs, partner training, and joint demand generation with top partners.
Align with distribution partners alongside the distribution team to ensure broad market coverage and partner enablement scale.
Build a rigorous operating system for Americas Channel: weekly pipeline inspection, monthly performance reviews, quarterly partner QBRs, executive partner mapping, CDM scorecards, and clear visibility into partner-sourced pipeline, bookings, influence, and execution gaps.
Lead, coach, and develop a team of CDMs and CDM Managers setting clear expectations, holding the team accountable, and creating a high-performance culture.
Own Americas channel forecasting and reporting; deliver clear, data-driven visibility into pipeline, bookings, partner health, and program ROI to the SVP, Americas Sales and the broader sales leadership team.
Continuously evaluate and improve the coverage model, partner tier strategy, and CDM deployment to maximize channel impact - the current model has a strong foundation, and the next leader should make it better.
Serve as the executive face of Cohesity to Americas channel partners - including executive sponsorships, partner advisory boards, and keynote appearances at partner events and industry conferences.
Build and maintain C-level relationships with top-tier partner leadership (CEOs, CROs, SVPs of Sales) across the Americas partner ecosystem.
Represent Cohesity’s channel at industry events and position Cohesity as a channel-first vendor of choice in data security and management.
Elevate Cohesity’s reputation in the partner ecosystem by building a channel motion recognized by partners, analysts, and industry influencers as differentiated, high-performing, and partner-first.