Vice President, Security Sales Specialist

How You'll Spend Your Time Here

• Accelerate security GTM motion globally
• Grow and lead a high impact Security Specialist Overlay organization
• Drive consistent security led-expansion within the install base
• Improve win rates in complex, competitive cyber resilience-deals
• Influence executive level outcomes with CIOs, CISOs, and senior IT leadership

Responsibilities

• Own the operating model, performance, and impact of the Security Specialist Overlay organization
• Ensure security motions consistently drive expansion, pipeline acceleration, and competitive wins in the most complex cyber resilience opportunities
• Own GTM leadership and sales execution alignment across Cohesity’s cyber resilience and data security portfolio
• Define and operationalize global wide security-led sales strategy
• Establish engagement models for security overlays across Enterprise, Strategic, SLED, and Public Healthcare segments
• Ensure consistent executive level security messaging and value articulation
• Recruit, onboard, and develop senior Security Specialist Overlay talent
• Align overlays 1:1 with AVPs and territory priorities
• Set performance expectations tied to revenue influence, expansion, and win-rate improvement
• Drive multi-product security expansion within the installed base
• Identify whitespace opportunities across backup only and partial security accounts
• Translate technical adoption into incremental, security driven ACV
• Own executive level security positioning against Rubrik, Commvault, Veeam, and infrastructure centric backup vendors (e.g., Dell PowerProtect)
• Standardize objection handling, differentiation, and security value frameworks
• Ensure high stakes security deals receive appropriate leadership engagement
• Prioritize specialist engagement on the most critical security relevant opportunities
• Improve pipeline quality, progression, and forecast confidence for security led deals
• Provide structured, recurring insights to senior sales leadership
• Share market intelligence on security objections, buying patterns, and competitive dynamics
• Influence enablement, packaging, messaging, and roadmap priorities based on field signals

Qualifications

• Senior executive with deep enterprise sales leadership experience, including building, scaling, and leading specialist or overlay sales motions internationally
• Proven track record driving revenue growth across security platforms, including: Cyber resilience, ransomware recovery, and recovery assurance solutions
• Data protection platforms with a security-first go-to-market posture
• Executive-level presence with demonstrated ability to engage and influence C-suite and senior security and IT leadership (CISOs, CIOs, CISOs, and security executives)
• Experience operating effectively without direct account ownership, leading through influence, alignment, and specialist execution layered on top of core field sales
• Strong people leader with the ability to recruit, develop, and inspire senior specialist sellers across the globe
• Highly collaborative leader with a history of partnering across AVPs, AEs, SEs, Product, Marketing, and Executive Leadership to drive coordinated execution
• Strategic operator with the ability to translate security strategy into repeatable, scalable field execution across regions and segments
• Demonstrated ability to leverage AI tools to enhance productivity, streamline workflows, and support decision making