Director, MSP Sales Acceleration

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. The company has been named a Leader by multiple analyst firms and globally recognized for Innovation, Product Strength, and Simplicity in Design.

The Director, MSP Sales Acceleration owns activating sales inside the MSP partners who have built managed services on Cohesity's industry-leading technologies through a team of approximately eight MSP Channel Development Managers, organized by region, from around the globe. Cohesity's MSP/MSSP commercial model drives alignment of this role's activities: partners commit to an annual spend which they can deploy 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 the 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
• 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, including 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