Vice President, Channel & Partner Sales

What You’ll Own

• Own the Americas channel strategy end to end: partner segmentation, coverage model, investment allocation, and growth priorities across the Premier, Preferred, and Associate tiers.
• Own partner-sourced pipeline, partner-sourced bookings, and partner-influenced revenue growth as core measures of channel impact, while improving pipeline quality, conversion, and partner productivity across the Americas.
• Recruit and activate new strategic partners to expand Cohesity’s reach into under penetrated markets, verticals, and customer segments.
• Develop joint business plans with top-tier partners that include pipeline commitments, co-selling motions, and executive-level alignment.
• Create a clear CDM scorecard and performance management model that drives accountability across the team.
• Increase field adoption of partner-led and partner-assisted sales plays across Commercial, Federal, and LATAM.
• Improve executive visibility into partner performance, risks, and growth opportunities through disciplined reporting and operating reviews.
• Strengthen Cohesity’s position as a top-three priority vendor with our most strategic Americas partners.

How You’ll Spend Your Time Here

• Own the Americas channel strategy end to end: partner segmentation, coverage model, investment allocation, and growth priorities across the Premier, Preferred, and Associate tiers.
• Own partner-sourced pipeline, partner-sourced bookings, and partner-influenced revenue growth as core measures of channel impact, while improving pipeline quality, conversion, and partner productivity across the Americas.
• Recruit and activate new strategic partners to expand Cohesity’s reach into under penetrated markets, verticals, and customer segments.
• Develop joint business plans with top-tier partners that include pipeline commitments, co-selling motions, and executive-level alignment.
• Create a clear CDM scorecard and performance management model that drives accountability across the team.
• Increase field adoption of partner-led and partner-assisted sales plays across Commercial, Federal, and LATAM.
• Improve executive visibility into partner performance, risks, and growth opportunities through disciplined reporting and operating reviews.
• Strengthen Cohesity’s position as a top-three priority vendor with our most strategic Americas partners.

Success Metrics

• Partner-sourced pipeline generation and conversion rate
• Partner-sourced bookings and new ACV
• Partner-influenced bookings
• Top partner productivity and growth against joint business plan targets
• Campaign sales play execution and field adoption
• CDM performance against regional and named-partner goals

Company Overview

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. We’ve been named a Leader by multiple analyst firms and have been globally recognized for Innovation, Product Strength, and Simplicity in Design.

We are seeking a revenue-oriented channel executive who combines deep partner ecosystem expertise with proven sales leadership experience. This leader must be capable of driving measurable partner-sourced growth while operating with the execution rigor of a top-performing sales organization.

Job Responsibilities

• Own Americas partner sales execution, Channel Development leadership, partner business planning, partner-sourced pipeline generation, field alignment, and Americas channel forecast and reporting.
• Partner closely with Sales Leadership, Global Partner Programs (program design, incentives, enablement), Channel Operations (deal registration, partner crediting, reporting infrastructure), Marketing (co-marketing, demand generation), and Enablement (partner readiness and certification).
• Represent Cohesity’s channel at industry events and position Cohesity as a channel-first vendor of choice in data security and management.
• Elevate Cohesity’s reputation in the partner ecosystem by building a channel motion recognized by partners, analysts, and industry influencers as differentiated, high-performing, and partner-first.

Qualifications

• 15+ years in enterprise technology, with at least 7+ years in channel leadership roles at scaled enterprise infrastructure, cybersecurity, cloud, data protection, or platform software companies.
• Sales leadership experience in addition to channel.
• You have carried a bag, led a sales team, or run a P&L - you understand what the field needs from channel because you’ve been on the other side of the table.
• Proven track record growing partner-sourced pipeline and bookings at scale.
• You can point to the numbers you drove, the partners you activated, and the operating motions you built to get there.
• Deep, active relationships across the Americas channel ecosystem - including executives at national solution providers, regional VARs, and distribution.
• You have these relationships you can activate immediately.
• Operational discipline. You build rigorous operating cadences, scorecards, and reporting frameworks. Your leadership always knows where channel stands because you run a tight operation and communicate with precision.
• Partner economics fluency. You understand why partners prioritize certain vendors: margin, services pull-through, attach opportunities, customer demand, enablement quality, ease of doing business, and executive access. You build channel motions that make partners want to invest.
• Cross-functional credibility. You know how to work with Sales, Marketing, Product, Enablement, and Channel Ops without creating friction. You build trust quickly and deliver on commitments.
• Executive presence and industry visibility. You are comfortable presenting to a board, keynoting a partner event, and running a C-level QBR with a top-five partner.
• Experience in data protection, cyber resilience, storage, cloud infrastructure, or security is strongly preferred. You understand the competitive landscape and how channel partners evaluate and prioritize vendors in this space.
• A builder’s mindset with an operator’s habits. You are strategic enough to set a three-year channel vision and disciplined enough to run a Monday morning pipeline call.
• Demonstrated ability to leverage AI tools to enhance productivity, streamline workflows, and support decision making.

Equal Employment Opportunity

We are an Equal Employment Opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status or any other category protected by law.