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Salary: USD 393,680 - 492,100 / annual
Cohesity is a leader in AI-powered data security and management, helping organizations defend against cybersecurity threats with comprehensive data security and management capabilities including immutable backup snapshots, AI-based threat detection, and rapid recovery at scale.
You will build and lead an experienced sales team in a whitespace territory, developing and implementing Cohesity's sophisticated territory strategy. This is a people-management role where you will be responsible for recruiting, hiring, developing, and managing direct sales managers who will, in turn, optimize their own sales teams. You will balance team leadership with customer-facing activities, working closely with extended sales resources (SE Manager, PSO Manager, Inside Sales Manager, Channel Manager, etc.) to generate new business opportunities and ensure territory goals and quotas are met.
Key responsibilities include:
- Building and managing an experienced sales team with multiple direct reports
- Developing territory strategy aligned with short and long-term goals, objectives, and quotas
- Recruiting, leading, and developing the sales management team
- Maintaining balance between team management and direct customer engagement
- Coordinating with extended sales teams and cross-functional partners to drive new business
- Negotiating large, complex deals with sophisticated terms and conditions
- Working with OEMs to build strategic sales campaigns
- Coordinating with internal teams (Systems Engineers, Inside Reps, Field Marketing, Professional Services, Channel Management) to achieve and exceed quotas
Cohesity has been named a Leader by multiple analyst firms and recognized for Innovation, Product Strength, and Simplicity in Design.
REQUIREMENTS:
- 10+ years of sales management experience
- 6 or more years managing direct sales manager reports in a fast-paced, highly competitive sales environment
- Demonstrated track record leading team quotas to achievement
- Ability to lead horizontal, extended resource teams supporting direct sales
- Extensive experience negotiating large 7-figure deals with sophisticated terms, conditions, and price pressures
- Consistent record of working directly and indirectly through management teams with OEMs to build strategic sales campaigns
- History of coordinating with multifunctional internal teams (Systems Engineers, Inside Reps, Field Marketing, Professional Services, Channel Management)
- Self-starter who takes initiative and works with limited direction
- High standards for self and team
- BA/BS degree or higher
- Ability to travel 50%+ of the time
