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Cohesity is seeking an AI Sales Specialist to lead go-to-market efforts for GAIA, its enterprise AI platform for unlocking the value of unstructured data. This is a founding GTM role in Cohesity's new AI Business Unit, positioned to build the sales playbook on top of 13,000+ existing enterprise customers and co-sell partnerships with NVIDIA and hyperscalers.
You will own GAIA revenue across product, infrastructure, and consulting-advisory bookings for your territory. You'll be the AI subject-matter expert in every deal, credible enough to engage with CAIOs, CDOs, and VPs of AI on data architecture, use cases, deployment models, and business cases. Daily and weekly outbound prospecting across multiple channels is expected—you generate pipeline, not just manage inbound leads.
Key responsibilities include identifying and qualifying AI opportunities through existing field relationships and your own network; building and delivering executive-quality pitch decks, proposals, and business cases tailored to each account; blending product/infrastructure with consulting and advisory engagements into multi-phase account plans; working the AI partner ecosystem (NVIDIA, hyperscalers, infrastructure OEMs) for joint pipeline and co-sell motion; maintaining disciplined pipeline hygiene with accurate CRM and honest stage progression; and contributing market intelligence and competitive insights to cadence calls and pipeline reviews.
You will be field-based with regular travel across your territory for customer meetings and periodic travel to Santa Clara HQ and company events. In-office expectations: 2-3 days per week at core offices for those within reasonable commute.
REQUIREMENTS:
- 10-12 years of quota-carrying technology sales experience, including specialist selling roles
- 2-3 years specifically selling AI products to VP of AI, CAIO, CDO, or equivalent buyers
- Infrastructure selling experience and understanding of platform decision-making
- Demonstrated track record generating own pipeline in complex, multi-stakeholder enterprise accounts (hunter mentality)
- Working fluency in AI landscape: platforms, deployment models, use cases, value drivers, risk assessment
- Experience selling both product/infrastructure and consulting-advisory engagements to enterprise customers
- Proven ability to build and deliver executive-grade decks and proposals for buying committees
- Comfort operating in co-sell/specialist models
- Disciplined CRM and forecasting habits
- Bachelor's degree required
- Business-level English required for all positions
PREFERRED:
- Existing relationships with CAIOs, CDOs, or VP-of-AI buyers at Fortune 500 or high-growth enterprises
- Prior specialist overlay experience at data infrastructure, cloud, or AI platform vendors
- Comfort with co-sell motions involving NVIDIA, AWS, Azure, or GCP field teams
- Language capability matched to assigned territory (e.g., Arabic for Emerging/Gulf accounts, Mandarin/Cantonese for APJ)
