Director, Business Development - Security
About the role
with paragraphs. Then responsibilities: list of duties under "HOW YOU’LL SPEND YOUR TIME HERE:" bullet points. Those are responsibilities. Then requirements: "WE’D LOVE TO TALK TO YOU IF YOU HAVE MANY OF THE FOLLOWING:" list of qualifications/experience. Those are requirements. Then qualifications: maybe "WE ARE EXTRA EXCITED IF YOU HAVE ANY OF THE FOLLOWING:" list of nice-to-have. Skills: maybe cross-functional operating skills, data fluency, communication, AI tools, etc. Could be part of requirements but we can separate. Benefits: The posting mentions "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". That's benefits. Pay: Pay Range $269,280.00-$336,600.00. Also mention OTE etc. So we include Pay section. Schedule: In-Office Expectations: "Cohesity employees who are within a reasonable commute ... work out of our core offices 2-3 days a week of their choosing." That's schedule/hybrid. So we can include Schedule. We must not repeat job title as heading. No Job ID. We must not include boilerplate like EEO, disclosure, privacy notice, etc. Remove those. We must not create sections with placeholder text. All sections have content. We need to output only HTML fragment, no or . Use for headings. Use - for lists. Use
for prose.
We must preserve all substantive information. Let's extract.
About the role: The description: "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 Security specialist organization is a founding team: a lean group of Security Sales Specialists and Solutions Architects covering the highest-priority markets first, with more markets earning dedicated coverage over time. A team this size can't put a dedicated person in every territory on day one, and it can't afford every rep independently rebuilding enablement or waiting on operational support that doesn't exist yet. This role is both things a lean specialist team needs and doesn't yet have: the scale mechanism that generates coverage in markets without a dedicated rep, and the connective tissue that keeps a fast-growing, globally distributed team operating as one function instead of independent pods. You have two jobs that reinforce each other. First, you own go-to-market motion and pipeline generation for every market without a dedicated Security Sales Specialist or Security Solutions Architect — through targeted campaigns, partner-sourced pipeline, and programs that reach accounts the core team can't cover directly. Second, you are the operational hub for the specialist organization itself — enablement, reporting, cross-functional coordination, and the infrastructure that lets the VP, the Solutions Architecture leader, and the field spend their time selling and coaching instead of building decks and chasing status updates. At the center of this role is one standing responsibility: helping structure and maintain a cohesive, impactful operating model for the Security specialist organization as it scales."
We can put that as paragraphs.
Responsibilities: bullet list under "HOW YOU’LL SPEND YOUR TIME HERE:":
- Own an assigned quota for markets without dedicated coverage — build and run targeted campaigns, plays, and programs that generate and convert pipeline.
- Own the data model that signals when a market is ready for dedicated coverage, and manage joint go-to-market programs with technology and channel partners.
- Build direct executive relationships between Cohesity and customer security leadership — briefing programs, roundtables, and a consistent point of view.
- Be the cross-functional connective tissue for the specialist organization — the single point of coordination with Marketing, Sales/Revenue Operations, Product, and the broader delivery ecosystem.
- Own and maintain the team's enablement and positioning library, and scale what works into repeatable sales plays, programs, and campaigns.
- Design and run internal sales incentives, and own territory data hygiene and the reporting infrastructure that gives leadership a single source of truth.
- Build and maintain the recurring leadership narrative, run the team's operating cadence, and partner with recruiting on hiring pipeline and ramp logistics.
We need to preserve all details.
Requirements: "WE’D LOVE TO TALK TO YOU IF YOU HAVE MANY OF THE FOLLOWING:" list:
- Minimum of 5 years of experience in the cybersecurity industry, with a focus on business development and strategic partnerships.
- Demonstrated success building and scaling partner-driven growth initiatives in a global environment.
- Demonstrable experience driving scale in a global environment.
- Experience building demand-generation or scale-coverage programs, and managing partner/channel go-to-market programs — co-marketing, deal registration, joint pipeline.
- Strong cross-functional operating skills — comfortable being the connective tissue among Sales, Marketing, Product, and Operations without formal authority.
- Data fluency and program-management discipline — able to run multiple concurrent workstreams without dropping any of them.
- Strong written and visual communication skills, and experience designing sales incentive programs that turn a one-off win into a repeatable play.
- Demonstrated ability to leverage AI tools to enhance productivity, streamline workflows, and support decision making.
- Professional English language proficiency for customer and internal communication.
- The ability to travel as required for the role.
Qualifications (nice-to-have): "WE ARE EXTRA EXCITED IF YOU HAVE ANY OF THE FOLLOWING:" list:
- Experience supporting a newly formed or fast-scaling specialist / overlay sales organization, with background in cybersecurity, data protection, or cyber-resilience markets.
- Experience with territory or trigger-based coverage models, and building recruiting pipeline or onboarding programs with a hiring manager or Talent team.
Skills: Could be extracted from requirements: cross-functional operating skills, data fluency, program-management discipline, strong written and visual communication skills, experience designing sales incentive programs, ability to leverage AI tools, professional English, travel ability. But we already have those in requirements. Might combine. However we need a Skills section if we have specific content not covered elsewhere. The posting includes "Strong cross-functional operating skills", "Data fluency and program-management discipline", "Strong written and visual communication skills", "Demonstrated ability to leverage AI tools". Those could be skills. But we could also put them under Requirements. The instruction: Prefer a few substantive sections over many thin ones. So maybe we combine Requirements and Qualifications into one section? But they ask to use headings for sections like Requirements, Qualifications, Skills. We can include all three if they have content. However we must avoid thin sections. Let's see: Requirements has many items. Qualifications has two items. Skills could be derived but may be thin. Could combine Skills into Requirements or Qualifications. But we need to follow instruction: "Use
for section headings (e.g. About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule)." It doesn't say we must include all; we include only when posting has real specific content. So we can include Requirements, Qualifications, Skills if they have content. Skills could be the bullet points about cross-functional operating skills, data fluency, communication, AI tools, etc. But those are already in Requirements list. To avoid duplication, we could treat Requirements as the experience/experience list, Qualifications as nice-to-have, Skills as the specific skill items (cross-functional, data fluency, communication, AI, English, travel). However that would split the list and might be okay.
But we must preserve all substantive information; we can't lose any. If we split, we need to ensure all items appear somewhere.
Let's decide: We'll have:
- About the role (paragraph)
- Responsibilities (ul)
- Requirements (ul) containing the "WE’D LOVE TO TALK TO YOU IF YOU HAVE MANY OF THE FOLLOWING:" list (the 10 items)
- Qualifications (ul) containing the "WE ARE EXTRA EXCITED IF YOU HAVE ANY OF THE FOLLOWING:" list (2 items)
- Skills (ul) maybe we can include the specific skill items from the Requirements that are skill-based: Strong cross-functional operating skills, Data fluency and program-management discipline, Strong written and visual communication skills, Demonstrated ability to leverage AI tools, Professional English language proficiency, Ability to travel. But those are already in Requirements; we would duplicate. Better to not duplicate. Instead we could move those skill items to Skills section and keep Requirements more about experience (years, success building partner-driven initiatives, experience driving scale, experience building demand-gen programs). However the original list mixes experience and skills. To avoid duplication, we could parse: Requirements: experience items (5 years cybersecurity, success building partner-driven growth initiatives, demonstrable experience driving scale, experience building demand-gen or scale-coverage programs and managing partner/channel GTM). Skills: cross-functional operating skills, data fluency, program-management discipline, strong written/visual communication, experience designing sales incentive programs, ability to leverage AI tools, professional English, ability to travel. That seems reasonable and non-duplicative.
Let's extract:
Experience items (Requirements):
- Minimum of 5 years of experience in the cybersecurity industry, with a focus on business development and strategic partnerships.
- Demonstrated success building and scaling partner-driven growth initiatives in a global environment.
- Demonstrable experience driving scale in a global environment.
- Experience building demand-generation or scale-coverage programs, and managing partner/channel go-to-market programs — co-marketing, deal registration, joint pipeline.
Skills items:
- Strong cross-functional operating skills — comfortable being the connective tissue among Sales, Marketing, Product, and Operations without formal authority.
- Data fluency and program-management discipline — able to run multiple concurrent workstreams without dropping any of them.
- Strong written and visual communication skills, and experience designing sales incentive programs that turn a one-off win into a repeatable play.
- Demonstrated ability to leverage AI tools to enhance productivity, streamline workflows, and support decision making.
- Professional English language proficiency for customer and internal communication.
- The ability to travel as required for the role.
Qualifications (nice-to-have):
- Experience supporting a newly formed or fast-scaling specialist / overlay sales organization, with background in cybersecurity, data protection, or cyber-resilience markets.
- Experience with territory or trigger-based coverage models, and building recruiting pipeline or onboarding programs with a hiring manager or Talent team.
Benefits: paragraph about comprehensive benefits framework.
Pay: Pay Range $269,280.00-$336,600.00. Also mention OTE etc. We'll include that.
Schedule: In-Office Expectations paragraph.
Now produce HTML.
We need to ensure we don't include any boilerplate like "Disclosure Pursuant to Applicable State Equal Pay Transparency Laws", "Data Privacy Notice", "Equal Employment Opportunity Employer", etc.
We'll output:
About the role
... paragraphs ...
Responsibilities
- ...
...
Requirements
for prose. We must preserve all substantive information. Let's extract. About the role: The description: "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 Security specialist organization is a founding team: a lean group of Security Sales Specialists and Solutions Architects covering the highest-priority markets first, with more markets earning dedicated coverage over time. A team this size can't put a dedicated person in every territory on day one, and it can't afford every rep independently rebuilding enablement or waiting on operational support that doesn't exist yet. This role is both things a lean specialist team needs and doesn't yet have: the scale mechanism that generates coverage in markets without a dedicated rep, and the connective tissue that keeps a fast-growing, globally distributed team operating as one function instead of independent pods. You have two jobs that reinforce each other. First, you own go-to-market motion and pipeline generation for every market without a dedicated Security Sales Specialist or Security Solutions Architect — through targeted campaigns, partner-sourced pipeline, and programs that reach accounts the core team can't cover directly. Second, you are the operational hub for the specialist organization itself — enablement, reporting, cross-functional coordination, and the infrastructure that lets the VP, the Solutions Architecture leader, and the field spend their time selling and coaching instead of building decks and chasing status updates. At the center of this role is one standing responsibility: helping structure and maintain a cohesive, impactful operating model for the Security specialist organization as it scales." We can put that as paragraphs. Responsibilities: bullet list under "HOW YOU’LL SPEND YOUR TIME HERE:": - Own an assigned quota for markets without dedicated coverage — build and run targeted campaigns, plays, and programs that generate and convert pipeline. - Own the data model that signals when a market is ready for dedicated coverage, and manage joint go-to-market programs with technology and channel partners. - Build direct executive relationships between Cohesity and customer security leadership — briefing programs, roundtables, and a consistent point of view. - Be the cross-functional connective tissue for the specialist organization — the single point of coordination with Marketing, Sales/Revenue Operations, Product, and the broader delivery ecosystem. - Own and maintain the team's enablement and positioning library, and scale what works into repeatable sales plays, programs, and campaigns. - Design and run internal sales incentives, and own territory data hygiene and the reporting infrastructure that gives leadership a single source of truth. - Build and maintain the recurring leadership narrative, run the team's operating cadence, and partner with recruiting on hiring pipeline and ramp logistics. We need to preserve all details. Requirements: "WE’D LOVE TO TALK TO YOU IF YOU HAVE MANY OF THE FOLLOWING:" list: - Minimum of 5 years of experience in the cybersecurity industry, with a focus on business development and strategic partnerships. - Demonstrated success building and scaling partner-driven growth initiatives in a global environment. - Demonstrable experience driving scale in a global environment. - Experience building demand-generation or scale-coverage programs, and managing partner/channel go-to-market programs — co-marketing, deal registration, joint pipeline. - Strong cross-functional operating skills — comfortable being the connective tissue among Sales, Marketing, Product, and Operations without formal authority. - Data fluency and program-management discipline — able to run multiple concurrent workstreams without dropping any of them. - Strong written and visual communication skills, and experience designing sales incentive programs that turn a one-off win into a repeatable play. - Demonstrated ability to leverage AI tools to enhance productivity, streamline workflows, and support decision making. - Professional English language proficiency for customer and internal communication. - The ability to travel as required for the role. Qualifications (nice-to-have): "WE ARE EXTRA EXCITED IF YOU HAVE ANY OF THE FOLLOWING:" list: - Experience supporting a newly formed or fast-scaling specialist / overlay sales organization, with background in cybersecurity, data protection, or cyber-resilience markets. - Experience with territory or trigger-based coverage models, and building recruiting pipeline or onboarding programs with a hiring manager or Talent team. Skills: Could be extracted from requirements: cross-functional operating skills, data fluency, program-management discipline, strong written and visual communication skills, experience designing sales incentive programs, ability to leverage AI tools, professional English, travel ability. But we already have those in requirements. Might combine. However we need a Skills section if we have specific content not covered elsewhere. The posting includes "Strong cross-functional operating skills", "Data fluency and program-management discipline", "Strong written and visual communication skills", "Demonstrated ability to leverage AI tools". Those could be skills. But we could also put them under Requirements. The instruction: Prefer a few substantive sections over many thin ones. So maybe we combine Requirements and Qualifications into one section? But they ask to use headings for sections like Requirements, Qualifications, Skills. We can include all three if they have content. However we must avoid thin sections. Let's see: Requirements has many items. Qualifications has two items. Skills could be derived but may be thin. Could combine Skills into Requirements or Qualifications. But we need to follow instruction: "Use
for section headings (e.g. About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule)." It doesn't say we must include all; we include only when posting has real specific content. So we can include Requirements, Qualifications, Skills if they have content. Skills could be the bullet points about cross-functional operating skills, data fluency, communication, AI tools, etc. But those are already in Requirements list. To avoid duplication, we could treat Requirements as the experience/experience list, Qualifications as nice-to-have, Skills as the specific skill items (cross-functional, data fluency, communication, AI, English, travel). However that would split the list and might be okay.
But we must preserve all substantive information; we can't lose any. If we split, we need to ensure all items appear somewhere.
Let's decide: We'll have:
- About the role (paragraph)
- Responsibilities (ul)
- Requirements (ul) containing the "WE’D LOVE TO TALK TO YOU IF YOU HAVE MANY OF THE FOLLOWING:" list (the 10 items)
- Qualifications (ul) containing the "WE ARE EXTRA EXCITED IF YOU HAVE ANY OF THE FOLLOWING:" list (2 items)
- Skills (ul) maybe we can include the specific skill items from the Requirements that are skill-based: Strong cross-functional operating skills, Data fluency and program-management discipline, Strong written and visual communication skills, Demonstrated ability to leverage AI tools, Professional English language proficiency, Ability to travel. But those are already in Requirements; we would duplicate. Better to not duplicate. Instead we could move those skill items to Skills section and keep Requirements more about experience (years, success building partner-driven initiatives, experience driving scale, experience building demand-gen programs). However the original list mixes experience and skills. To avoid duplication, we could parse: Requirements: experience items (5 years cybersecurity, success building partner-driven growth initiatives, demonstrable experience driving scale, experience building demand-gen or scale-coverage programs and managing partner/channel GTM). Skills: cross-functional operating skills, data fluency, program-management discipline, strong written/visual communication, experience designing sales incentive programs, ability to leverage AI tools, professional English, ability to travel. That seems reasonable and non-duplicative.
Let's extract:
Experience items (Requirements):
- Minimum of 5 years of experience in the cybersecurity industry, with a focus on business development and strategic partnerships.
- Demonstrated success building and scaling partner-driven growth initiatives in a global environment.
- Demonstrable experience driving scale in a global environment.
- Experience building demand-generation or scale-coverage programs, and managing partner/channel go-to-market programs — co-marketing, deal registration, joint pipeline.
Skills items:
- Strong cross-functional operating skills — comfortable being the connective tissue among Sales, Marketing, Product, and Operations without formal authority.
- Data fluency and program-management discipline — able to run multiple concurrent workstreams without dropping any of them.
- Strong written and visual communication skills, and experience designing sales incentive programs that turn a one-off win into a repeatable play.
- Demonstrated ability to leverage AI tools to enhance productivity, streamline workflows, and support decision making.
- Professional English language proficiency for customer and internal communication.
- The ability to travel as required for the role.
Qualifications (nice-to-have):
- Experience supporting a newly formed or fast-scaling specialist / overlay sales organization, with background in cybersecurity, data protection, or cyber-resilience markets.
- Experience with territory or trigger-based coverage models, and building recruiting pipeline or onboarding programs with a hiring manager or Talent team.
Benefits: paragraph about comprehensive benefits framework.
Pay: Pay Range $269,280.00-$336,600.00. Also mention OTE etc. We'll include that.
Schedule: In-Office Expectations paragraph.
Now produce HTML.
We need to ensure we don't include any boilerplate like "Disclosure Pursuant to Applicable State Equal Pay Transparency Laws", "Data Privacy Notice", "Equal Employment Opportunity Employer", etc.
We'll output:
About the role
... paragraphs ...
Responsibilities
- ... ...