Note: The job is a remote job and is open to candidates in USA. Cohesity is hiring an MSP Sales Acceleration Channel Development Manager to activate sales and generate end-customer demand through its MSP and MSSP partners. The role leads partner launch handoffs, sales enablement and coaching, demand-generation activities, and development of training assets while coordinating with account executives and partner teams.
Responsibilities
- Receive the handoff from the MSP Service Creation team when a new or enhanced MSP service is nearing a launch and drive the partner's sales activation in conjunction with their enablement and product management teams
- Stay directly engaged through the first QBR, where sales targets against the launch are confirmed, or beyond as needed for remediation
- Lead the enablement an MSP partner needs to sell the service repeatably without Cohesity's direct involvement in support of the partner’s sales and sales enablement teams
- Create demand against partner committed spend through both partner-led and joint Cohesity sales acceleration activities and track your own productivity ratios and partner committed spend depletion across your assigned partners
- Train partner sellers on Cohesity's value propositions, objection handling, and how to position against the competitive landscape, using role-play and coaching along with other creative methods. You have license to innovate and iterate
- Surface proactive indicators of partner health and likely future performance to your Director, the partner’s MSP Account Executive, and the broader team
- Operate in partnership with the MSP Account Executive, who owns the MSP executive relationship, the annual spend commitment, the annual recommit, and the forecast management thereof
- Lead the activities that create the end-customer demand that consumes that commitment across your assigned partners
- Interface directly with MSP sales and marketing teams to share best practices on how partners promote and sell Cohesity-based services through one-to-one partner calls, one-to-many webinars, and in-person events
- Share responsibility with the Account Executive for ensuring MSPs run Cohesity-inclusive marketing and sales campaigns
- Develop training and enablement assets, including objection-handling guides, competitive battlecards, and role-play scenarios, that support your coaching engagements, in partnership with Product Marketing, Competitive Intelligence, and Partner Marketing, leveraging existing messaging and content for efficiency and consistency
- Leverage AI to work efficiently in developing effective, engaging enablement content for partner sellers
- Bring MSP seller feedback from training and coaching work back to Cohesity's core MSP team to inform broader enablement and product roadmaps
Skills
- Professional English language proficiency for customer and internal communication
- Experience carrying and consistently achieving a quota or productivity target in a channel sales or sales enablement role
- A track record of building or executing sales acceleration, enablement, or activation motions for channel — preferably MSP or MSSPs — in a partner-led motion
- Innovative ideas on partner-led sales and marketing activities which lead to demand and sales results
- Experience working with channel partner marketing teams on content and campaigns
- Strong analytical instincts including comfortability building productivity ratios and KPIs
- Domain experience in data protection, cyber resilience, storage, or security markets
- Demonstrated experience using AI tools to improve productivity, organization, and sales effectiveness
Benefits
- Eligible for bonus compensation
- Eligible for commission (if in a sales function)
- Eligible for equity grants
- Health and wellness benefits
- Vacation
- Paid holidays and refresh days
- 401(k) retirement plan
- Life and disability insurance coverages
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