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Salary: USD 315,000 - 350,000 / annual
Cohesity is a leader in AI-powered data security and management, helping organizations secure, protect, manage, and extract value from data across data centers, edge, and cloud environments. The company has been recognized as a Leader by multiple analyst firms for innovation, product strength, and design simplicity.
As Director of OEM HPE Alliances, you will serve as the strategic lead and joint business leader for Cohesity's partnership with HPE. You will plan, build, and drive partnerships that deliver mutual benefits to Cohesity, HPE, and shared enterprise customers. This is a leadership role on the Global Alliances team reporting into the sales organization.
Key responsibilities include:
- Serve as the primary strategic point of contact and trusted advisor for the HPE OEM partnership
- Lead joint go-to-market (GTM) initiatives with HPE, including business operations, field engagement, and executive alignment
- Manage commercial partnership mechanics: reseller and OEM agreements, renewal timing, pricing structures, and contract terms (in partnership with legal and deal desk)
- Educate and engage HPE leadership on Cohesity's capabilities, building relationships across organizational levels with emphasis on decision-makers and executives
- Orchestrate cross-functional teams internally and at HPE to drive business planning, joint solution design and launch, and field readiness
- Support geo-based sales teams by developing partner-specific business plans and identifying joint opportunities
- Lead partnership business planning, co-engineering, product bundling discussions, and GTM planning to strengthen joint offers and drive incremental revenue
The role requires extensive travel and the ability to influence and engage senior executives. You will work in a fast-paced, complex, matrixed environment and be expected to drive high-impact results.
Cohesity employees within reasonable commute distance (approximately 45 minutes) work from core offices 2-3 days per week of their choosing. The company strongly prefers candidates currently located in or near Santa Clara, or those committed to relocating prior to start date.
REQUIREMENTS:
- 10+ years of relevant partnership experience
- Proven success leading and driving new business growth or value, including joint hardware/software initiatives in a vendor sales or partner executive role
- Successful track record in fast-paced, complex environments delivering high-impact results across matrixed organizations
- Excellent engagement and influence skills with senior executives and decision-makers
- Excellent communication skills (interpersonal, written, verbal) that build credibility and confidence with team members and partners
- Solid understanding of OEM and Server Platform partner models, including reseller/distribution agreements, incentive programs, and renewal cadences
- Strong understanding of how to productize joint use cases targeting business outcomes and bring new offers to enterprises, including commercial models, cost structures, and value analysis
- Proven expertise in executing partner business plans and executive briefings to leadership teams at OEM/Server Platform partners
- Entrepreneurial attitude and proven track record of driving revenue and scaling business with an OEM or hardware platform partner
- Ability to travel
