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Cohesity is the leader in AI-powered data security, serving over 13,600 enterprise customers including 85+ Fortune 100 companies and nearly 70% of the Global 500. This is a founding GTM role in Cohesity's new AI Business Unit, focused on GAIA—an enterprise AI platform for unlocking the value of unstructured data across the Cohesity Data Cloud.
You will own GAIA revenue across the APJ region, responsible for generating, carrying, and closing AI-driven opportunities. This is a ground-floor opportunity with executive air cover, leveraging 13,000 existing customers and co-sell partnerships with NVIDIA and hyperscalers.
Key responsibilities:
- Own and drive GAIA revenue targets across product, infrastructure, and consulting-advisory bookings for APJ
- Serve as the AI subject-matter expert in data architecture, use cases, deployment models, and business cases—credible enough to engage C-level executives
- Build and qualify pipeline through outbound prospecting across multiple channels, partnering with marketing, SDRs, and field sales
- Identify, qualify, develop, and close AI opportunities by leveraging existing field relationships and building new ones
- Create executive-quality pitch decks, proposals, and business cases that translate technology into account-specific value stories
- Blend product, infrastructure, and consulting opportunities into multi-phase account plans
- Collaborate with the AI partner ecosystem (NVIDIA, hyperscalers, infrastructure OEMs, emerging AI vendors)
- Maintain disciplined pipeline hygiene: accurate CRM data, honest stage progression, reliable forecasts
- Participate in pipeline reviews and cadence calls to share market intelligence, competitive insights, and lessons learned
- Drive field collaboration and joint pipeline generation with account teams
- Achieve assigned AI revenue quota and regional pipeline targets
Success metrics include: quota attainment, pipeline generation volume and velocity, conversion rates, account participation growth, services attach on AI engagements, field collaboration outcomes, partner co-sell deal registrations, win rates on competitive deals, and CRM accuracy.
REQUIREMENTS:
- 10–12 years of proven quota-carrying technology sales experience
- 2–3 years specifically selling AI products to C-level executives at large enterprises
- Demonstrated track record of generating your own pipeline in complex, multi-stakeholder enterprise accounts
- Working fluency in the AI landscape: platforms, deployment models, use cases, value drivers, and risk assessment
- Experience selling both product/infrastructure and consulting-advisory engagements to enterprise, data-driven, or high-growth technology customers
- Proven ability to build and deliver executive-grade decks and proposals for buying committees
- Comfort operating in a co-sell/specialist model driving the AI motion
- Prior specialist overlay experience at a data infrastructure, cloud, or AI platform vendor
- Comfort working co-sell motions with NVIDIA, AWS, Azure, or GCP field teams
- Bachelor's degree
