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Salary: USD 186,200 - 232,750 / annual
Cohesity is seeking a Senior Channel Sales Engineer to build deep technical relationships with strategic partners and drive technical preference for Cohesity's modern data security and management platform. This role combines pre-sales expertise with channel partner enablement, positioning you as a trusted technical advisor to resellers, VARs, and service providers.
You will own the technical relationship with assigned partners, working alongside Channel Account Managers, Account Executives, and field Sales Engineers. Your primary focus is moving partner technical teams from awareness to confident, independent positioning of Cohesity's solutions. Success is measured by whether partners choose to lead with Cohesity and can sell it effectively without your direct involvement.
Key responsibilities include:
- Building and sustaining trusted technical relationships with partner SEs, practice leaders, and technical executives
- Delivering technical enablement (workshops, demos, hands-on labs, certification pathways, competitive positioning)
- Orchestrating cross-functional connections between partners and Cohesity teams (Product, Engineering, Support, Sales)
- Translating Cohesity's Data Cloud portfolio (backup, recovery, cyber resilience, data security) into partner-led revenue and services opportunities
- Running consistent engagement cadence with assigned partners, tracking technical readiness and certification
- Equipping partners to position Cohesity against competitors by understanding partner sales processes and competitive gaps
- Relaying partner feedback and technical friction points to internal teams and closing the loop on outcomes
- Traveling approximately 50% of the time for partner meetings, enablement sessions, and events
Cohesity is a leader in AI-powered data security and management, recognized by analyst firms for innovation, product strength, and design simplicity. The company helps organizations defend against cybersecurity threats with comprehensive data security capabilities including immutable backup snapshots, AI-based threat detection, and rapid recovery at scale.
Requirements:
- Proven pre-sales Sales Engineering or Solutions Consulting experience supporting infrastructure, data protection, security, or cloud platforms, ideally in a channel, reseller, distributor, or partner-facing capacity
- Hands-on experience with backup, recovery, data protection, storage, or cyber resilience technologies across on-prem, hybrid, and cloud architectures
- Working knowledge of data security concepts (ransomware resilience, immutable storage, encryption, access controls)
- Familiarity with competitive technologies and interest in developing competitive positioning skills
- Experience designing and delivering technical enablement (workshops, labs, training) that changes how audiences sell or build
- Demonstrated ability to build trust and influence behavior across organizations without direct authority
- Understanding of how resellers, VARs, distributors, and service providers make money and choose solutions to lead with
- Ability to translate technical architecture into clear partner value and business outcomes
- Experience working in matrixed, multi-stakeholder environments alongside Account Executives and Channel Account Managers
- Demonstrated ability to leverage AI tools to enhance productivity and support decision-making
- Strong communication and presentation skills for partner executives, partner SEs, and field audiences
- Execution discipline with ability to manage cadence, track engagement, and drive follow-through across multiple partners
- Bachelor's degree in Computer Science, Engineering, Mathematics, or equivalent practical experience
- Industry certifications in cloud, data, or adjacent technologies (preferred)
- Fluent English language proficiency (speaking, reading, writing in professional settings)
- Ability and willingness to travel approximately 50% of the time
