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Cohesity, a leader in AI-powered data security serving over 13,600 enterprise customers including 85+ Fortune 100 companies, is seeking a Distribution Account Manager based in Dubai to manage and enable distributors across the Gulf Region. This role drives distributor-led growth and expands Cohesity's footprint throughout the region.
You will build and manage distribution partnerships, executing joint business plans to grow pipeline strategically across the Gulf. You'll create awareness and demand for Cohesity solutions through distributor partners, collaborating to drive bookings and joint go-to-market execution. You'll forecast distributor pipeline conversion in coordination with sales teams and develop sales strategies with assigned distributor accounts, using business plans as roadmaps for growth and contribution to Cohesity's objectives.
Key responsibilities include enabling distributor sales and technical teams aligned with GTM plans and distribution program requirements, tracking distributor performance-to-plan, identifying action plans to address enablement and pipeline gaps, and coordinating marketing activities with distributors to establish prioritization and measure ROI. You'll work cross-functionally with Cohesity's Gulf Sales, Pre-Sales, and Channel Organizations, leveraging marketing resources and designing effective engagement strategies across multiple Gulf countries.
The role requires extensive travel (>50%) across the Gulf Region and occasional international travel. You'll work independently and remotely when not traveling, presenting to both small and large groups in person and virtually.
REQUIREMENTS:
- Bachelor's Degree in Computer Science, Engineering, Mathematics, or related field, or equivalent experience
- 8+ years of demonstrable distribution/channel management experience
- Strong achievement against quota with extensive knowledge of sophisticated business situations across Gulf markets
- Extensive experience growing top distribution-managed partners through distributors, ideally within the Gulf region
- Experience working with cross-functional teams to coordinate marketing activities and measure ROI
- Experience designing and executing engagement strategies with distributors across multiple Gulf countries
- Experience working with customers and technology partners in the Gulf Region
- Strong presentation skills to small and large groups, in person and virtually
- Demonstrated ability to leverage AI tools to enhance productivity and support decision-making
- Ability to work independently and remotely with strong work ethic
- Willingness to travel >50% including regularly across the Gulf Region and occasionally internationally
