Note: The job is a remote job and is open to candidates in USA. Cohesity is hiring a Director, MSP Sales Acceleration to lead a global team that helps managed service provider partners activate sales for Cohesity-based services. The role develops partner sales enablement, demand-generation activities, regional coverage standards, and performance measures in collaboration with MSP Account Executives and partner sales and marketing teams.
Responsibilities
- Your team receives the handoff from the MSP Service Creation team when a new or enhanced MSP service launches and support the partner's sales activation
- The team will stay directly engaged through the first QBR, where sales targets against the launch are confirmed, or beyond as needed for remediation
- They lead the enablement an MSP partner needs to sell the service repeatably without Cohesity’s direct involvement
- Lead and develop a global team of roughly eight MSP Channel Development Managers
- Develop and manage partner coverage and delivery standards across regions, while adapting for regional differences in partner maturity and market dynamics
- Measure partner committed spend depletion through joint sales acceleration activities which generate demand and leverage results to measure productivity ratios. Metrics are used to manage team performance and plan how the team scales as partner and service volume grows
- Develop KPIs used as proactive measures of partner health and indicative future performance
- Operate in partnership with MSP Account Executives, who own the MSP executive relationships, the annual spend commitment, and the annual recommit
- MSP Channel Development Managers lead activities that create the end customer demand that consumes those commitments across many partners per Channel Development Manager
- Interface directly with MSP sales and marketing teams to share best practices on how partners promote and sell Cohesity-based services. This will include one-to-one partner calls, one-to-many webinars, and in-person events
- Share responsibility with Account Executives for ensuring MSPs run Cohesity-inclusive marketing and sales campaigns
Skills
- Experience leading a distributed, quota-carrying team focused on channel sales
- A track record of building sales acceleration, enablement, or activation motions for channel – preferably MSP or MSSPs – for a partner-led motion
- Innovative ideas on partner-led sales and marketing activities which lead to demand and sales results
- Comfort working within a consumption-based commercial models — understanding how a partner's commitment, unit pricing, and usage-based overage billing interact, and what that means for where to focus activation efforts
- Experience working with channel partner marketing teams on content and campaigns
- Strong analytical instincts including comfortability building productivity ratios and KPIs
- Demonstrated ability to use AI tools to improve productivity, streamline workflows, and enhance decision-making
- Domain experience in data protection, cyber resilience, storage, or security markets
- Demonstrated experience using AI tools to improve productivity, organization, and sales effectiveness
- Professional English language proficiency for customer and internal communication
Benefits
- Bonus compensation, commission (if in a sales function), and/or equity grants
- Health and wellness benefits
- Vacation
- Paid holidays and refresh days
- 401(k) retirement plan
- Life and disability insurance coverages
Company Overview