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Cogent is building autonomous cyber defense with AI agents that help security teams move from finding risk to actually fixing it. The company has emerged from stealth and partnered with global enterprises to secure complex production environments. The team brings experience from high-growth tech companies (Scale AI, Databricks, Stripe, Tesla, Coinbase), leading cybersecurity firms (Wiz, Abnormal AI, Zscaler), and preeminent ML research labs (DeepMind, SAIL). Backed by Greylock and Bain Capital Ventures, Cogent combines frontier AI research with deep cybersecurity expertise.
As Channel Account Manager for the West, you will own the regional channel strategy and be accountable for turning partner relationships into qualified pipeline and bookings. This role covers the Western US including Southern California, the Pacific Northwest, and Mountain/Southwest markets, based in the San Francisco Bay Area.
Key responsibilities:
- Build and execute the Western US channel strategy, focusing investment on partners most likely to produce revenue
- Recruit, activate, and grow strategic resellers, advisory firms, service providers, and technology partners
- Create joint account plans, map target accounts, and generate pipeline sourced or influenced by partners
- Enable partners on Cogent's value proposition and work alongside sales teams through registration, evaluation, and close
- Track pipeline, bookings, partner productivity, and program ROI, using data to refine the regional plan
Requirements:
- 7+ years in channel, alliances, or partner development, including 5+ years in cybersecurity
- Strong network across the Western US cybersecurity partner ecosystem with a record of turning relationships into revenue
- Experience building focused partner plans, enabling sellers, and selling complex enterprise security solutions alongside partners
- Strong commercial judgment, operating discipline, and comfort owning pipeline and bookings targets
- High growth or challenger company experience, with willingness to travel and operate hands-on
