SlipstreamJobs tracks this role from the company's public career site. Apply directly on the employer's site.
Cohesity, a leader in AI-powered data security and management, is seeking a Director to lead Strategic Partner Business Development and Practice Creation. This is a player-coach leadership role reporting to the VP of Global Channel Programs & Distribution.
You will lead a globally distributed team of 2 Practice-Creation and BD specialists, owning the team charter, priorities, and roadmap while driving executive alignment across Sales, Channel, Product, and Marketing. Your core responsibilities include:
• Building and scaling the partner Practice-Creation model across Elite and Strategic resellers, Global System Integrators (GSIs), Managed Service Providers (MSPs), and OEM partners, defining Specializations, partner benefits, enablement, and value messaging.
• Directly supporting GSI and MSP leadership to drive complex business development and go-to-market motions that grow partner-sourced and partner-influenced pipeline, ARR, and bookings.
• Owning complex BD and GTM for embedded and technology OEM partners globally.
• Championing partner adoption through direct partner engagement and collaboration with Channel Development Managers and field teams.
• Partnering with the VP of MSP & Services Creation to develop and bring new service offerings to market.
• Driving cross-functional engagement to remove barriers, operationalize incentives and programs, and ensure opportunity-level tracking and reporting.
• Building business cases for partner investments, quantifying expected cost, return, and growth targets, and presenting to senior leadership.
Success is measured by measurable growth in partner-sourced and partner-influenced ARR, a repeatable and well-adopted Practice-Creation model with defined Specializations in Americas and International regions, strong executive alignment with clear priorities and robust metrics, and partner service offerings brought to market with quantifiable pipeline impact.
You bring 10+ years in channel, alliances, partner business development, or GTM strategy with significant experience across Reseller, GSI, MSP, and/or OEM ecosystems. You have a proven track record building and scaling partner practices, Specializations, or service offerings that drive measurable revenue. You excel at leading and developing distributed cross-regional teams, possess strong executive presence, and can build and defend business cases with senior leadership. Deep understanding of complex BD and GTM motions in enterprise software or data management/cloud infrastructure is essential. You collaborate effectively across Sales, Product, Marketing, Legal, Finance, and Channel Operations, operate comfortably with ambiguity in fast-moving, high-growth environments, and demonstrate ability to leverage AI tools to enhance productivity and support decision-making. Bachelor's degree or equivalent experience required; willingness to travel globally as needed.
