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Salary: USD 304,800 - 381,000 / annual
Cohesity, a leader in AI-powered data security and management, is seeking a Director of Channel Development to build and scale strategic relationships across their partner ecosystem. This high-visibility role combines business development, partner enablement, and sales execution.
You will own the full lifecycle of channel partnerships, including Global System Integrators, Distributors, and Managed Service Providers. Key responsibilities include building and managing strategic partner relationships, developing joint go-to-market strategies, executing comprehensive partner account plans with enablement and pipeline development, and driving partner-sourced and partner-influenced revenue. You'll identify and recruit new partners aligned to Cohesity's growth strategy, serve as a trusted advisor to partners, and enable their sales and technical teams through training and certifications.
Cross-functional collaboration is central to the role: you'll work with sales teams to ensure partner success, partner with marketing and alliances on joint campaigns, and drive executive relationships across partner organizations. You'll forecast and drive pipeline conversion, measure partner performance and engagement, and continuously optimize programs for ROI.
Required qualifications include 8+ years of channel development, partner management, or strategic alliances experience, with 5+ years in a leadership role building and growing teams. You should have a proven track record scaling channel programs with Global System Integrators and/or Distributors, achieving quota through partner-sourced revenue, and aligning cross-functional teams. Strong communication skills, executive presence, and the ability to manage multiple high-impact partnerships simultaneously are essential. A bachelor's degree in Computer Science, Business, Engineering, or equivalent experience is required. Willingness to travel 50%+ is expected.
Cohesity offers competitive compensation, bonus and equity eligibility, comprehensive health and wellness benefits, 401(k) retirement plan, and flexible in-office expectations (2-3 days per week for those within reasonable commute).
