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Salary: USD 262,800 - 292,000 / annual
Cohesity, a leader in AI-powered data security and management, is seeking a Senior Director of Global Channel & Alliances Operations to lead revenue and partner program operations across AMER, International (Europe, Emerging Markets, APJ), and LATAM regions.
This strategic leadership role focuses on accelerating partner-led ARR growth, modernizing how partners transact with Cohesity, owning the Aspire Partner Program operating model, embedding AI into channel processes, and leading a high-performing global team.
Key Responsibilities:
Channel Operations: Own deal registration processes end-to-end (registration experience, approval SLAs, conflict detection, DR classification governance), partner master data quality and account hierarchy in Salesforce, and channel reporting/analytics (partner pipeline, bookings, billings, performance scorecards). Lead simplification of the partner transaction experience and set the channel requirements roadmap for Salesforce and PRM/partner portal platforms.
Partner Program Operations: Own the complete Aspire Partner Program operating model including tier definitions, benefits, re-levelling cycles, and onboarding. Manage partner incentives operations across the technology stack (rebate and MDF/rewards processing). Own commercial partner policy (renewals, incumbency, deal registration eligibility, conflict rules) in partnership with Legal and Finance. Run annual and mid-year program releases as structured launches.
AI & Process Modernization: Identify and implement AI-enabled capabilities across the channel lifecycle—automated conflict detection, partner data quality monitoring, AI-supported reporting. Demonstrate measurable adoption across deal registration, partner data management, and reporting workflows.
Data, Analytics & Reporting: Deliver recurring executive reporting cadence (weekly summaries, monthly/quarterly business reviews, partner-specific reviews). Serve as the source of truth for channel numbers, reconciling channel views against Finance and Revenue Operations before reaching executives. Own partner data hygiene KPIs and compliance measurement.
Governance & Cadence: Enforce consistent operating cadence, reporting standards, and data-quality governance across all regions with single, trusted definitions. Run channel elements of annual go-to-market planning with regional leaders. Partner with Revenue Operations and Sales Compensation on quota, crediting, and plan administration.
Enablement & Communications: Own enablement and communications plans for all program and process changes to partners and internal field. Build and maintain field-facing enablement for Channel Account Managers. Own partner-facing communications calendar alongside marketing.
Team Leadership: Lead the Global Channel & Alliances Operations team across geographies and time zones. Hire, develop, and retain diverse talent; build career paths and upskill the team on AI, analytics, and modern channel tooling. Coach regional channel leaders through new initiatives.
Cross-Functional Partnership: Build alignment between Channel & Alliances, Sales, Renewals, Revenue Operations, Finance, Legal, Marketing, Enablement, IT, and HR. Manage operational relationships with distributors, GSIs, MSPs, and resellers. Develop key channel metrics and insight reporting shared across regions and with executive leadership.
Success Metrics: Partner-led ARR growth across all regions; net revenue retention through disciplined renewal/expansion; reduced deal registration approval cycle time and conflict rates; accurate tiering/re-levelling with on-time incentive payments; >95% partner data compliance; measurable adoption of program/process changes; fully staffed, upskilled team with low regretted attrition.
Requirements:
- Track record managing channel or partner operations functions in high-growth, multi-national subscription/SaaS or enterprise technology businesses (two-tier distribution, GSI/MSP, and reseller motions in scope)
- Demonstrated ownership of a global channel operations function or major region with global remit, including leadership of a distributed team
- Direct, hands-on knowledge of partner programs: tiering, benefits, onboarding, and incentives (program marketing or partner recruitment experience alone is not sufficient)
- Proven ownership of Partner Program rebate/incentive process and policy at scale, including conflict management, classification governance, and approval SLAs
- Demonstrated experience leading operational or digital transformation initiatives, including modernizing channel tooling and introducing AI/automation into deal registration, partner data management, or reporting
- Advanced Salesforce proficiency, including partner account structures and hierarchy; familiarity with PRM/partner portal platforms, partner incentives platforms, BI/analytics platforms (e.g., Tableau, Clari), and emerging AI/GenAI tools relevant to channel operations
- Experience building and leading distributed teams across multiple geographies and time zones
- Strong executive presence and communication skills; experience presenting partner performance, pipeline, and transformation progress to senior/executive leadership
- Excellent analytical and process-design skills—able to structure, interpret, and present complex data into clear, decision-ready insight, and interrogate source data directly
- Strong problem-solving, negotiation, and cross-functional collaboration skills
- Ability to balance partner experience, commercial protection, and internal effort while explaining trade-offs
