Channel Development Manager, Mid Atlantic
About the role
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.
As Mid-Atlantic Channel Development Manager, you will be responsible for the management and enablement of Channel Partners in the Cohesity Partner Ecosystem in the Mid-Atlantic Territory.
Responsibilities
- Building and handling account and partner plans including managing tasks within the Channel Management System (CMS) and growing pipeline strategically; manage pipeline conversion
- Creating awareness, demand and preference for company products and services
- Collaborating with partners to drive bookings
- Identifying, recruiting and developing new Partners to sell and provide services
- Forecasting partner pipeline conversion in coordination with the sales teams
- Develops and actively leads a sales strategy and jointly developed business plan for assigned Partner/Distribution account(s)
- Uses business plan(s) as a roadmap for partner growth, management of the account(s), Alliances leverage and contribution to Cohesity objectives
- Enables Partner sales and technical teams in line with GTM plan and partner program requirements as well as clearly defined outcomes and metrics
- Tracks partner performance-to-plan, delivers company strategy/vision, identifies action plans to address enablement, engagement, pipeline and bookings gaps
- Develops selling & services opportunities with and within Partner organizations; penetrate new divisions and organizations within assigned Partner accounts
- Coordinates marketing activities. Leverages Cohesity marketing resources to establish prioritization, execution, and return on investment
Requirements & Qualifications
- Bachelor’s Degree in Computer Science, Engineering, Mathematics, related field, or equivalent experience with 8+ years of demonstrable channel management experience
- Strong achievement against quota and extensive knowledge arrived through exposure to sophisticated business situations
- Extensive experience in the growth of top Distribution Managed Partners through Distributors
- Experience working with cross functional teams to coordinate marketing activities to decide, prioritize, implement, and measure investment returns from partners
- A drive to successfully design effective engagement with partners
- Experience in working with customers and technology partners
- Very comfortable presenter of technical and business material to both small and large groups
- Demonstrated ability to leverage AI tools to enhance productivity, streamline workflows, and support decision making
- Ability to work independently and remotely with strong work ethic and eagerness to take on responsibility
- Willing to travel >50%
Pay
Starting pay range: $218,280.00–$272,850.00 per year (OTE for commission-based role). Actual salary depends on skills, qualifications, experience, location, and salary expectations; may be offered at low end, high end, or above the stated range. Eligible for bonus compensation, commission, and/or equity grants.
Benefits
- Health and wellness benefits
- Vacation, paid holidays, and refresh days
- 401(k) retirement plan
- Life and disability insurance coverages
- Other benefits the Company may offer from time to time
Schedule
- Travel required: >50%
- In-office expectation: employees within a reasonable commute (approximately 45 minutes average travel time) work from core offices 2–3 days per week of their choosing
- Strong preference for candidates currently located in or near the designated job location; candidates outside the area must be committed to relocating prior to start date and have legal right to work in the job location