MSP Sales Acceleration Manager, US & Canada

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 MSP Sales Acceleration Channel Development Manager (CDM) activates sales inside an assigned set of MSP and MSSP partners who have launched managed services built on Cohesity's industry leading technologies. You pick up the baton from the MSP Service Creation team just before new service launches, staying closely engaged through a partner's sales activation and then their first QBR, where results against target are confirmed. Outside of service launches, you will lead ongoing sales acceleration activities with those partners, too. You are, at your core, a trainer. You convey Cohesity's value propositions, objection handling, and competitive positioning to partner sellers in a way that sticks. You're creative about new ways to build Cohesity mindshare with MSP/MSSP sellers, you understand marketing well enough to work directly with partners' marketing teams, and you're energized by sales role-play, coaching, and the positive feedback loop of watching a partner seller close using what you taught them. You have a sales "bend" in that you have a drive to see our MSP/MSSP partners deplete capacity against their Cohesity commitments intersected with partner obsession knowing that Cohesity's financial success with MSP/MSSPs is only sustainable if they are successful.

Responsibilities

Managing Sales Activation & Launch Handoffs

• Receive the handoff from the MSP Service Creation team when a new or enhanced MSP service is nearing a launch and drive the partner's sales activation in conjunction with their enablement and product management teams.
• 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 in support of the partner's sales and sales enablement teams.

Driving Productivity & Demand Generation

• Create demand against partner committed spend through both partner-led and joint Cohesity sales acceleration activities and track your own productivity ratios and partner committed spend depletion across your assigned partners.
• Train partner sellers on Cohesity's value propositions, objection handling, and how to position against the competitive landscape, using role-play and coaching along with other creative methods.
• Surface proactive indicators of partner health and likely future performance to your Director, the partner's MSP Account Executive, and the broader team.

Partnering with MSP Account Executives

• Operate in partnership with the MSP Account Executive, who owns the MSP executive relationship, the annual spend commitment, the annual recommit, and the forecast management thereof.
• Lead the activities that create the end-customer demand that consumes that commitment across your assigned partners.

Engaging 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 through one-to-one partner calls, one-to-many webinars, and in-person events.
• Share responsibility with the Account Executive for ensuring MSPs run Cohesity-inclusive marketing and sales campaigns.