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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. The company combines Cohesity with Veritas' enterprise data protection business to secure and protect data on-premises, in the cloud, and at the edge. Backed by NVIDIA, IBM, HPE, Cisco, AWS, and Google Cloud, Cohesity is headquartered in Santa Clara, CA with global offices.
This is a founding manager role on a new Security specialist sales team—a standing, long-term motion that will grow from one product into a full portfolio over multiple years. You will lead a team of Specialist Account Executives focused on Security across your assigned territory or region. Each AE owns their own book, partnered with a Specialist Solutions Architect on the technical win and a core Account Executive on the primary relationship. Your role is to make the team greater than the sum of its parts through hiring, ramping, coaching, and retaining talent while driving aggregate revenue.
Key responsibilities include: owning the Security revenue number for your team and carrying accountability for hitting quota; hiring, ramping, coaching, and retaining Specialist Account Executives who can hold their own with CISOs and VPs of Security; running disciplined forecast and pipeline reviews with honest, defensible numbers to the VP of Sales Security; personally engaging on your team's largest, most strategic, or highest-risk opportunities without taking over deals; partnering with Security Solutions Architecture leadership on team-level coverage and account planning; and building your team's enablement, ramp plan, and career path while feeding competitive win/loss signal back to sales leadership.
Cohesity's Security portfolio includes FortKnox (immutable, air-gapped cyber vaulting), Threat Defense (AI-powered threat detection), Data Security Posture Management (DSPM), Data Classification, and Identity Resilience. Security has evolved from a backup feature to the primary reason for the conversation, as automatable, AI-driven attacks collapse dwell time and push buyers from backup admins to CISOs and boards.
You will be field-based within your assigned territory with regular travel for customer meetings, team coverage, and periodic travel to Santa Clara HQ and company events. The role reports to the VP, Sales Security.
REQUIREMENTS:
• Minimum 5 years selling security, including experience selling to CISO/VP of Security buyers
• Experience leading, coaching, and mentoring a quota-carrying sales team as a player-coach, team lead, or people manager
• Demonstrated track record generating and forecasting pipeline in complex, multi-stakeholder enterprise accounts
• Working fluency in the cyber-resilience landscape (ransomware recovery, immutability, identity recovery, DSPM, threat detection) sufficient to coach consultative, business-value conversations
• Proven ability to build executive-grade decks and business cases, with comfort operating in co-sell/specialist models
• Disciplined CRM and forecasting habits with experience rolling up team-level forecasts
• Demonstrated ability to leverage AI tools to enhance productivity, streamline workflows, and support decision-making
• Professional English language proficiency for customer and internal communication
PREFERRED:
• Existing relationships with CISOs or security buyers, or direct competitive selling experience in backup, cyber resilience, or data security markets matched to your territory
• Prior experience building or scaling a sales team inside a newly formed specialist or overlay sales organization
• Language capability matched to assigned territory (e.g., French, German, Mandarin, or Bahasa); business-level English required for all positions
