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Salary: USD 218,120 - 272,650 / annual
Cohesity is seeking a Principal Sales Engineer to drive new customer opportunities and integrate its AI-powered data security and management platform into enterprise environments. You will operate as a revenue-driving technical partner, working directly with Account Executives to win complex, strategic deals. You will engage C-level executives, shape technical strategy inside large enterprise environments, and position Cohesity as mission-critical infrastructure for cyber resilience and data security.
Key Responsibilities:
- Drive new customer and expansion opportunities by articulating Cohesity's Data Cloud portfolio (backup, recovery, cyber resilience, data security) to executive, business, and technical audiences
- Co-own enterprise technical strategy with Account Executives, supporting opportunities end-to-end and accelerating deal velocity across complex sales cycles
- Lead deep technical discovery to uncover customer risk, competitive displacement opportunities, and expansion pathways within enterprise accounts
- Architect and defend differentiated solutions, supporting evaluations and positioning Cohesity as the strategic platform for ransomware recovery, cyber vaulting, disaster recovery, and modern data management
- Deliver high-impact technical engagements including demos, workshops, proposals, white papers, and proofs of concept across on-prem, hybrid, and multi-cloud environments
- Drive partner and channel co-sell motions to increase win rates and expand market reach
- Serve as a trusted technical advisor throughout the customer lifecycle—resolving technical challenges, ensuring successful deployments, shaping long-term platform adoption, and feeding real-world insights back to Product and Engineering
Requirements:
- Proven success in enterprise pre-sales (Sales Engineering or Solutions Consulting) supporting infrastructure, data protection, security, or cloud platforms in complex customer environments
- Experience selling or implementing cybersecurity, data protection, backup, storage, or cyber recovery solutions, including on-prem and cloud architectures
- Strong knowledge of data security architectures, ransomware resilience, and the competitive landscape
- Familiarity with Cohesity solutions (DataProtect, DataHawk, SmartFiles) strongly preferred
- Experience with encryption standards, HSM integrations, and compliance frameworks
- Hands-on experience with NetBackup, Backup Exec, and InfoScale, including immutable storage, hardened media servers, ACL-based controls, and encryption
- Ability to lead modernization and competitive displacement conversations centered on ransomware resilience
- Cross-platform experience across hybrid and multi-cloud environments, with ability to map capabilities to Zero Trust frameworks
- Demonstrated ability to support large, multi-stakeholder enterprise deals, including seven-figure opportunities, and engage confidently at the C-level
- Customer-obsessed mindset with track record of translating technical architectures into business outcomes, risk reduction, and resilience
- Deep understanding of channel-led sales motions
- Exceptional communication and presentation skills, able to clearly convey complex technical and business concepts to both small and large audiences
- Demonstrated ability to leverage AI tools to enhance productivity, streamline workflows, and support decision making
- Bachelor's Degree in Computer Science, Engineering, Mathematics, or equivalent practical experience
- Security certifications (CISSP, CISA, CISM) strongly preferred
- English language proficiency (able to interact fluently when speaking, reading, and writing in a professional setting)
- Willingness to travel as required
