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 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. Your 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.
  • 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