Channel Development Manager

About the Role

In this role, you will be responsible for the management and enablement of Channel Partners in our Cohesity Partner Ecosystem. Your primary focus will be on building and handling account and partner plans, strategically growing the pipeline, and effectively managing the conversion process. By growing awareness, demand, and preference for our company products and services, you will play a key role in driving bookings and achieving our ambitious growth targets.

Responsibilities

• Collaborate closely with partners to drive bookings and ensure a perfect customer experience.
• Identify, recruit, and develop new Partners to expand our sales and service capabilities.
• Forecast partner pipeline conversion in coordination with the sales teams.
• Develop and actively lead a sales strategy and business plan for assigned Partner/Distribution account(s).
• Enable Partner sales and technical teams in line with GTM plan and partner program requirements.
• Track partner performance-to-plan and identify action plans to address enablement, engagement, pipeline, and bookings gaps.
• Develop selling and services opportunities with and within Partner organizations, penetrating new divisions and organizations within assigned Partner accounts.
• Coordinate marketing activities and leverage Cohesity marketing resources to establish prioritization, execution, and return on investment.

Requirements

• Proven channel management experience, with a strong achievement against quota.
• Extensive experience in the growth of top Distribution Managed Partners through Distributors.
• Experience collaborating with diverse teams to coordinate marketing activities and optimize investment returns from partners.
• An aim to successfully design effective engagement with partners.
• Experience in working with customers and technology partners.
• Excellent presentation skills, comfortable presenting technical and business material to both small and large groups.
• Ability to work independently and remotely, demonstrating a strong work ethic and eagerness to take on responsibility.
• Willingness to travel, as this position requires travel exceeding 50%.
• Demonstrated ability to leverage AI tools to enhance productivity, streamline workflows, and support decision making.
• Professional English language proficiency for customer and internal communication.

Pay

The starting pay range for this position is $172,800.00 - $216,000.00. Actual salary depends upon many factors, including a candidate’s skills, qualifications, and experience, location, and salary expectations. This position may also be eligible for bonus compensation, commission (if in a sales function), and/or equity grants.

Note: 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.