The posting
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.
The MSP Sales Acceleration Channel Development Manager (CDM) activates sales inside an assigned set of MSP and MSSP partners who have launched managed services built on Cohesity's industry leading technologies. You pick up the baton from the MSP Service Creation team just before new service launches, staying closely engaged through a partner's sales activation and then their first QBR, where results against target are confirmed. Outside of service launches, you will lead ongoing sales acceleration activities with those partners, too.
You are, at your core, a trainer. You convey Cohesity's value propositions, objection handling, and competitive positioning to partner sellers in a way that sticks. You're creative about new ways to build Cohesity mindshare with MSP/MSSP sellers, you understand marketing well enough to work directly with partners' marketing teams, and you're energized by sales role-play, coaching, and the positive feedback loop of watching a partner seller close using what you taught them.
You have a sales "bend" in that you have a drive to see our MSP/MSSP partners deplete capacity against their Cohesity commitments intersected with partner obsession knowing that Cohesity’s financial success with MSP/MSSPs is only sustainable if they are successful.
How You'll Spend Your Time:
Managing Sales Activation & Launch Handoffs
- Receive the handoff from the MSP Service Creation team when a new or enhanced MSP service is nearing a launch and drive the partner's sales activation in conjunction with their enablement and product management teams.
- Stay directly engaged through the first QBR, where sales targets against the launch are confirmed, or beyond as needed for remediation.
- Lead the enablement an MSP partner needs to sell the service repeatably without Cohesity's direct involvement in support of the partner’s sales and sales enablement teams.
Driving Productivity & Demand Generation
- Create demand against partner committed spend through both partner-led and joint Cohesity sales acceleration activities and track your own productivity ratios and partner committed spend depletion across your assigned partners.
- Train partner sellers on Cohesity's value propositions, objection handling, and how to position against the competitive landscape, using role-play and coaching along with other creative methods. You have license to innovate and iterate.
- Surface proactive indicators of partner health and likely future performance to your Director, the partner’s MSP Account Executive, and the broader team.
Partnering with MSP Account Executives
- Operate in partnership with the MSP Account Executive, who owns the MSP executive relationship, the annual spend commitment, the annual recommit, and the forecast management thereof.
- Lead the activities that create the end-customer demand that consumes that commitment across your assigned partners.
Engage with MSP Sales & Marketing Teams
- Interface directly with MSP sales and marketing teams to share best practices on how partners promote and sell Cohesity-based services through one-to-one partner calls, one-to-many webinars, and in-person events.
- Share responsibility with the Account Executive for ensuring MSPs run Cohesity-inclusive marketing and sales campaigns.
Building Enablement Assets
- Develop training and enablement assets, including objection-handling guides, competitive battlecards, and role-play scenarios, that support your coaching engagements, in partnership with Product Marketing, Competitive Intelligence, and Partner Marketing, leveraging existing messaging and content for efficiency and consistency.
- Leverage AI to work efficiently in developing effective, engaging enablement content for partner sellers.
- Bring MSP seller feedback from training and coaching work back to Cohesity's core MSP team to inform broader enablement and product roadmaps.
We'd Love to Talk to You If You Have Many of the Following:
- Experience carrying and consistently achieving a quota or productivity target in a channel sales or sales enablement role.
- A track record of building or executing sales acceleration, enablement, or activation motions for channel — preferably MSP or MSSPs — in a partner-led motion.
- Innovative ideas on partner-led sales and marketing activities which lead to demand and sales results.
- Experience working with channel partner marketing teams on content and campaigns.
- Strong analytical instincts including comfortability building productivity ratios and KPIs.
- Domain experience in data protection, cyber resilience, storage, or security markets.
- Demonstrated experience using AI tools to improve productivity, organization, and sales effectiveness.
- Willingness to travel as required, which is expected to be extensive for this role.
- Professional English language proficiency for customer and internal communication.
#LI-HD1
Disclosure Pursuant to Applicable State Equal Pay Transparency Laws - This position has a starting pay range as listed below. Actual salary depends upon many factors, including a candidate’s skills, qualifications and experience, location, and salary expectations, and therefore a starting salary at the low end, high end, or even above the stated range may be offered. This position may also be eligible for bonus compensation, commission (if in a sales function), and/or equity grants. Additionally, full-time employees are eligible to participate in our comprehensive benefits framework, including health and wellness benefits, vacation, paid holidays and refresh days, 401(k) retirement plan, life and disability insurance coverages, and other benefits the Company may offer from time to time.
Pay Range :
$171,360.00-$214,200.00
The compensation noted above is based on an annualized hourly rate assuming normal full-time employment.
Current pay transparency shows the OTE (On-Target Earnings) for commission-based roles.
Data Privacy Notice for Job Candidates:
For information on personal data processing, please see our Privacy Policy.
Equal Employment Opportunity Employer (EEOE)
Cohesity is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status or any other category protected by law.
If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at 1-855-9COHESITY or [email protected] for assistance.
In-Office Expectations
Cohesity employees who are within a reasonable commute (e.g. within a forty-five (45) minute average travel time) work out of our core offices 2-3 days a week of their choosing.
We strongly prefer candidates who are currently located in or near the designated job location. Candidates outside the area should apply only if they are committed to relocating prior to their start date and have the legal right to work in the job location.
