Vice President, Security Sales Specialist

Cohesity•Santa Clara, CA

1d•Hybrid

About The Position

Cohesity is a leader in AI-powered data security and management, enabling organizations to secure, protect, manage, and derive value from data across data centers, edge, and cloud. The company helps defend against cybersecurity threats with comprehensive data security and management capabilities, including immutable backup snapshots, AI-based threat detection, malicious behavior monitoring, and rapid recovery. Cohesity has been recognized as a Leader by multiple analyst firms for innovation, product strength, and simplicity in design. The Vice President, Security Sales Specialist, is a senior sales and Go-To-Market (GTM) leadership role. This position is responsible for defining, scaling, and executing Cohesity’s security-led revenue strategy globally. The role oversees the operating model, performance, and impact of the Security Specialist Overlay organization, ensuring security motions consistently drive expansion, pipeline acceleration, and competitive wins in complex cyber resilience opportunities.

Requirements

Senior executive with deep enterprise sales leadership experience, including building, scaling, and leading specialist or overlay sales motions internationally
Proven track record driving revenue growth across security platforms, including: Cyber resilience, ransomware recovery, and recovery assurance solutions; Data protection platforms with a security first go-to-market posture
Executive-level presence with demonstrated ability to engage and influence C-suite and senior security and IT leadership (CISOs, CIOs, CISOs, and security executives)
Experience operating effectively without direct account ownership, leading through influence, alignment, and specialist execution layered on top of core field sales
Strong people leader with the ability to recruit, develop, and inspire senior specialist sellers across the globe
Highly collaborative leader with a history of partnering across AVPs, AEs, SEs, Product, Marketing, and Executive Leadership to drive coordinated execution
Strategic operator with the ability to translate security strategy into repeatable, scalable field execution across regions and segments
Demonstrated ability to leverage AI tools to enhance productivity, streamline workflows, and support decision making

Responsibilities

Accelerate security GTM motion globally
Grow and lead a high impact Security Specialist Overlay organization
Drive consistent security led expansion within the install base
Improve win rates in complex, competitive cyber resilience deals
Influence executive level outcomes with CIOs, CISOs, and senior IT leadership
Own GTM leadership and sales execution alignment across Cohesity’s cyber resilience and data security portfolio, including Cyber recovery and immutable vaulting (FortKnox / Recovery Vault), Ransomware detection, threat hunting, anomaly detection, and clean recovery, Identity resilience and Active Directory recovery, Data security posture management and sensitive data risk
Ensure these capabilities are positioned as an integrated security platform, aligned to executive risk management, resilience, and compliance priorities—not sold as standalone features
Be the executive owner of Cohesity’s security specialist sales motion
Be accountable for overlay strategy, deployment, and effectiveness
Partner deeply with AVPs and regional sales leadership
Focus on enterprise scale impact rather than individual deal ownership
Define and operationalize global wide security led sales strategy
Establish engagement models for security overlays across Enterprise, Strategic, SLED, and Public Healthcare segments
Ensure consistent executive level security messaging and value articulation
Recruit, onboard, and develop senior Security Specialist Overlay talent
Align overlays 1:1 with AVPs and territory priorities
Set performance expectations tied to revenue influence, expansion, and win-rate improvement
Drive multi-product security expansion within the installed base
Identify whitespace opportunities across backup only and partial security accounts
Translate technical adoption into incremental, security driven ACV
Own executive level security positioning against Rubrik, Commvault, Veeam, and infrastructure centric backup vendors (e.g., Dell PowerProtect)
Standardize objection handling, differentiation, and security value frameworks
Ensure high stakes security deals receive appropriate leadership engagement
Partner with VPs to inspect pipeline through a security lens
Prioritize specialist engagement on the most critical security relevant opportunities
Improve pipeline quality, progression, and forecast confidence for security led deals
Provide structured, recurring insights to senior sales leadership
Share market intelligence on security objections, buying patterns, and competitive dynamics
Influence enablement, packaging, messaging, and roadmap priorities based on field signals