Director Partner Enablement

About the role

The Director, Partner Enablement at Cohesity is responsible for designing, building, and scaling enablement programs for both partner business sellers and technical sellers. This role is deeply embedded in Cohesity's Command of the Message sales methodology and Cyber Resilience++ narrative. You will adapt internal seller playbooks, discovery frameworks, and competitive positioning for partner audiences, and build the partner readiness infrastructure to deploy them at scale.

Responsibilities

• Design and own the global partner enablement strategy, covering all partner types (resellers, distributors, managed service providers) and all partner seller roles (business sellers and technical sellers).
• Adapt Cohesity’s internal Command of the Message framework, discovery frameworks, objection handling guides, and competitive positioning into partner-ready assets that travel through indirect routes to market.
• Build partner-specific learning paths and certification programs that align to Cohesity’s Cyber Resilience and AI portfolio, enabling partner sellers to have differentiated, value-based conversations with customers.
• Design technical seller enablement for partner systems engineers, covering solution positioning, proof-of-concept guidance, and technical discovery aligned to Cohesity’s DataProtect, FortKnox, DSPM, and AI platform offerings.
• Partner closely with Channel leadership, Product Marketing, and the broader Enablement team to ensure partner content reflects current GTM messaging, competitive intelligence, and product positioning.
• Lead partner SKO sessions, virtual training events, bootcamps, and on-demand content programs — translating GTM strategy into field-ready partner execution.
• Define measurement frameworks and instrumentation to track partner enablement adoption, certification completion, and business impact — including partner-sourced pipeline, win rates, and deal velocity.
• Serve as a trusted advisor to Channel leadership, Enablement stakeholders, and senior GTM executives, communicating partner readiness status and investment rationale clearly and confidently.

Requirements

10+ years of progressive experience in sales enablement, partner enablement, or channel program design within enterprise SaaS or cybersecurity organizations, with at least 3 years at the director level or equivalent.

Deep familiarity with indirect channel motions — reseller, distributor, and MSP partner ecosystems — and how to design enablement programs that land through those routes to market.

Demonstrated ability to build and scale both business seller and technical seller enablement programs for partner audiences, including role-based learning paths, certification frameworks, and technical readiness programs.

Hands-on experience deploying structured sales methodologies (Command of the Message, MEDDPICC, Value Selling, or equivalent) across partner organizations, with proven adoption and business impact.

Strong background in cybersecurity or data protection domains, with sufficient technical depth to build credible enablement for partner systems engineers and solution architects.

Proven record designing and facilitating global partner training events, SKOs, and certification programs across geographically dispersed audiences (AMER, EMEA, APJ).

Experience evaluating and deploying AI-powered enablement technologies — including coaching automation, content personalization, and learning management platforms — to drive partner productivity and scale.

Strong executive presence and stakeholder management skills, with the ability to influence CRO, CMO, and Channel leadership through clear communication, data, and sound program design.

Experience measuring enablement impact against business outcomes — partner-sourced pipeline, ramp-to-quota, win rates, and deal velocity — not just training completion rates.

Experience building partner enablement in a high-growth, rapidly evolving product environment where message discipline and field-readiness speed are competitive differentiators.

Must have English language proficiency. Can interact with a degree of fluency when speaking, reading, and writing in a professional and specialized setting.

Qualifications

Bachelor’s degree in Business Administration, Communications, or related field. Advanced degree or equivalent executive experience a plus.

MEDDPICC, Command of the Message, or Prosci Change Management certification.

Familiarity with Cohesity’s product portfolio — DataProtect, FortKnox, DSPM, and AI-powered data security — or comparable experience in adjacent cybersecurity or data protection platforms.

Prior frontline sales or pre-sales experience in enterprise technology — the seller’s perspective that makes enablement programs land differently in the field.