Director, MSP Sales Acceleration
About the role
Cohesity is a leader in AI-powered data security and management, helping 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. The Director, MSP Sales Acceleration owns activating sales inside MSP partners who have built managed services on Cohesity’s technologies through a team of approximately eight MSP Channel Development Managers organized by region globally. Cohesity's MSP/MSSP commercial model drives alignment: partners commit to an annual spend deployable across any mix of products with license portability between end customers and monthly billing. The team’s focus is helping partners create demand against that commitment; overages by supported MSPs are a sign of success.
Responsibilities
- Managing Sales Activation & Launch Handoffs
- Receive handoff from MSP Service Creation team when a new or enhanced MSP service launches and support the partner's sales activation
- 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
- Team Leadership & Development
- Lead and develop a global team of roughly eight MSP Channel Development Managers
- Develop and manage partner coverage and delivery standards across regions, while adapting for regional differences in partner maturity and market dynamics
- Measure partner committed spend depletion through joint sales acceleration activities which generate demand and leverage results to measure productivity ratios
- Use metrics to manage team performance and plan how the team scales as partner and service volume grows
- Develop KPIs used as proactive measures of partner health and indicative future performance
- Partner with MSP Account Executives
- Operate in partnership with MSP Account Executives, who own the MSP executive relationships, the annual spend commitment, and the annual recommit
- MSP Channel Development Managers lead activities that create the end customer demand that consumes those commitments across many partners per Channel Development Manager
- 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
- Conduct one-to-one partner calls, one-to-many webinars, and in-person events
- Share responsibility with Account Executives for ensuring MSPs run Cohesity-inclusive marketing and sales campaigns
Requirements
- Experience leading a distributed, quota-carrying team focused on channel sales
- Track record of building sales acceleration, enablement, or activation motions for channel – preferably MSP or MSSPs – for a partner-led motion
- Innovative ideas on partner-led sales and marketing activities which lead to demand and sales results
- Comfort working within a consumption-based commercial model — understanding how a partner's commitment, unit pricing, and usage-based overage billing interact, and what that means for where to focus activation efforts
- Experience working with channel partner marketing teams on content and campaigns