Vice President, Security Sales Specialist

About the role

The Vice President, Security Sales Specialist is a senior sales and GTM leadership role responsible for defining, scaling, and executing Cohesity's security-led revenue strategy across the company's global business. This role owns the operating model, performance, and impact of the Security Specialist Overlay organization, ensuring that security motions consistently drive expansion, pipeline acceleration, and competitive wins in the most complex cyber resilience opportunities.

Responsibilities

• 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
• 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
• Engage with AVPs and regional sales leadership for enterprise-scale impact
• 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
• 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
• 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
• Translate 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.