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Salary: USD 269,280 - 336,600 / annual
Cohesity is a leader in AI-powered data security and management, helping organizations defend against cybersecurity threats with comprehensive data security capabilities including immutable backup snapshots, AI-based threat detection, and rapid recovery at scale.
You will serve as Director of Business Development for the Security specialist organization, a founding team covering the highest-priority markets. This is a dual-mandate role: (1) own go-to-market motion and pipeline generation for every market without a dedicated Security Sales Specialist or Solutions Architect through targeted campaigns, partner-sourced pipeline, and programs; and (2) serve as the operational hub for the specialist organization, providing enablement, reporting, cross-functional coordination, and infrastructure that enables leadership and field teams to focus on selling and coaching.
Key responsibilities include:
- Own assigned quota for markets without dedicated coverage; build and run targeted campaigns, plays, and programs that generate and convert pipeline
- Own the data model signaling market readiness for dedicated coverage; manage joint go-to-market programs with technology and channel partners
- Build direct executive relationships between Cohesity and customer security leadership through briefing programs, roundtables, and consistent positioning
- Serve as cross-functional connective tissue with Marketing, Sales/Revenue Operations, Product, and delivery ecosystem
- Own and maintain the team's enablement and positioning library; scale successful approaches into repeatable sales plays and campaigns
- Design and run internal sales incentives; own territory data hygiene and reporting infrastructure
- Build and maintain recurring leadership narrative; run team operating cadence; partner with recruiting on hiring pipeline and ramp logistics
You will be measured on: quota attainment and coverage data model accuracy/adoption; partner-sourced pipeline and joint program results; reliability of team reporting and time freed for leadership; ramp time and hiring velocity for new team members.
REQUIREMENTS:
- Minimum 5 years of experience in the cybersecurity industry, with focus on business development and strategic partnerships
- Demonstrated success building and scaling partner-driven growth initiatives in a global environment
- Experience building demand-generation or scale-coverage programs and managing partner/channel go-to-market programs (co-marketing, deal registration, joint pipeline)
- Strong cross-functional operating skills; comfortable being connective tissue among Sales, Marketing, Product, and Operations without formal authority
- Data fluency and program-management discipline; able to run multiple concurrent workstreams
- Strong written and visual communication skills; experience designing sales incentive programs
- Demonstrated ability to leverage AI tools to enhance productivity and support decision-making
- Professional English language proficiency
- Ability to travel as required
PREFERRED:
- Experience supporting newly formed or fast-scaling specialist/overlay sales organization in cybersecurity, data protection, or cyber-resilience markets
- Experience with territory or trigger-based coverage models
- Background building recruiting pipeline or onboarding programs with hiring managers or Talent teams
