Director, Business Development - Security

About the role

The Security specialist organization is a founding team at Cohesity, a leader in AI-powered data security and management. This role is crucial for generating and converting pipeline, managing go-to-market programs with partners, and serving as the connective tissue for the specialist organization.

Responsibilities

• Own an assigned quota for markets without dedicated coverage — build and run targeted campaigns, plays, and programs that generate and convert pipeline.
• Build and manage 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 — briefings, 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.

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. 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

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

Experience with territory or trigger-based coverage models, and building recruiting pipeline or onboarding programs with a hiring manager or Talent team.

Benefits

Cohesity offers a 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

This position has a starting pay range of $269,280.00-$336,600.00. 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.

Schedule

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.