Channel Development Manager

Channel Development Manager at Cohesity

Cohesity is a recognized leader in AI-powered data security, trusted by over 13,600 enterprise customers, including more than 85 of the Fortune 100 and nearly 70% of the Global 500. Our solutions are critical for strengthening resilience and providing Gen AI insights into vast amounts of data. Formed from the combination of Cohesity with Veritas’ enterprise data protection business, we secure and protect data on-premises, in the cloud, and at the edge. Backed by industry giants like NVIDIA, IBM, HPE, Cisco, AWS, and Google Cloud, Cohesity is headquartered in Santa Clara, CA, with a global presence.

We are consistently named a Leader by multiple analyst firms and have received global recognition for our Innovation, Product Strength, Simplicity in Design, and vibrant culture. Join us to be part of a leading force in AI-powered data security.

About the Role

In this high-energy Channel Development Manager role, you will be instrumental in the management and enablement of Channel Partners within our Cohesity Partner Ecosystem. Your core responsibilities will include building and managing account and partner plans, strategically expanding the pipeline, and efficiently overseeing the conversion process. By enhancing awareness, demand, and preference for Cohesity’s products and services, you will be a key driver in increasing bookings and achieving our ambitious growth targets.

How You'll Spend Your Time Here

• Collaborate closely with partners to drive bookings and ensure an excellent customer experience.
• Accurately forecast partner pipeline conversion in coordination with sales teams.
• Develop and actively lead a comprehensive sales strategy and business plan for assigned Partner/Distribution account(s).
• Enable Partner sales and technical teams, ensuring alignment with the Go-To-Market plan and partner program requirements.
• Track partner performance against plan, identifying and addressing gaps in enablement, engagement, pipeline, and bookings.
• Develop new selling and services opportunities with and within Partner organizations, expanding penetration into new divisions and organizations.
• Coordinate marketing activities and leverage Cohesity marketing resources to prioritize, execute, and measure return on investment.

We'd Love to Talk to You If You Have Many of the Following

• Bachelor's Degree in Computer Science, Engineering, Mathematics, a related field, or equivalent practical experience.
• Minimum of 5 years of related experience.
• Proven channel management experience, consistently achieving or exceeding quota.
• Extensive experience in growing top Distribution Managed Partners through Distributors.
• Experience collaborating with diverse teams to coordinate marketing activities and optimize investment returns from partners.
• A strong drive to successfully design effective engagement strategies with partners.
• Experience working with customers and technology partners.
• Excellent presentation skills, comfortable presenting complex technical and business material to both small and large groups.
• Ability to work independently and remotely, demonstrating a strong work ethic and eagerness to take on responsibility.
• A large part of the role will involve working onsite at partner's locations across the UK, with occasional travel to Ireland.

Key Skills/Competency

• Channel Management
• Partner Ecosystem
• Pipeline Growth
• Sales Strategy
• Partner Enablement
• Quota Achievement
• Business Development
• Data Security
• Cloud Solutions
• Enterprise Sales