Note: The job is a remote job and is open to candidates in USA. Cohesity is a leader in AI-powered data security and management. The Principal Sales Engineer will serve as a revenue-driving technical partner for enterprise sales, partnering with Account Executives to develop technical strategies, lead customer engagements, and position Cohesity’s platform for cyber resilience and data security. The role also involves advising customers throughout the lifecycle, supporting complex deals, and driving partner and channel co-sell motions.
Responsibilities
- Drive new customer and expansion opportunities by articulating Cohesity’s Data Cloud portfolio—backup, recovery, cyber resilience, and data security—to executive, business, and technical audiences
- Co‑own enterprise technical strategy with the Account Executive, supporting opportunities end‑to‑end and accelerating deal velocity across complex sales cycles
- Lead deep technical discovery to uncover customer risk, competitive displacement opportunities, and expansion pathways within enterprise accounts
- Architect and defend differentiated solutions, supporting evaluations and positioning Cohesity as the strategic platform for ransomware recovery, cyber vaulting, disaster recovery, and modern data management
- Deliver high‑impact technical engagements, including demos, workshops, proposals, white papers, and proofs of concept across on‑prem, hybrid, and multi‑cloud environments
- Drive partner and channel co‑sell motions to increase win rates and expand market reach
- Serve as a trusted technical advisor throughout the customer lifecycle—resolving technical challenges, ensuring successful deployments, shaping long‑term platform adoption, and feeding real‑world insights back to Product and Engineering
Skills
- Proven success in enterprise pre‑sales (Sales Engineering or Solutions Consulting) supporting infrastructure, data protection, security, or cloud platforms in complex customer environments
- Experience selling or implementing cybersecurity, data protection, backup, storage, or cyber recovery solutions, including on‑prem and cloud architectures
- Strong knowledge of data security architectures, ransomware resilience, and the competitive landscape
- Experience with encryption standards, HSM integrations, and compliance frameworks
- Hands‑on experience with NetBackup, Backup Exec, and InfoScale, including immutable storage, hardened media servers, ACL‑based controls, and encryption
- Ability to lead modernization and competitive displacement conversations centered on ransomware resilience
- Cross‑platform experience across hybrid and multi‑cloud environments, with the ability to map capabilities to Zero Trust frameworks
- Demonstrated ability to support large, multi‑stakeholder enterprise deals, including seven‑figure opportunities, and engage confidently at the C‑level
- Customer‑obsessed mindset, with a track record of translating technical architectures into business outcomes, risk reduction, and resilience
- Deep understanding of channel‑led sales motions
- Exceptional communication and presentation skills, able to clearly convey complex technical and business concepts to both small and large audiences
- Demonstrated ability to leverage AI tools to enhance productivity, streamline workflows, and support decision‑making
- Bachelor's degree in Computer Science, Engineering, Mathematics, or equivalent practical experience
- Must have English language proficiency (able to interact fluently when speaking, reading, and writing in a professional setting)
- Willingness to travel as required
- Familiarity with Cohesity solutions (DataProtect, DataHawk, SmartFiles) strongly preferred
- Security certifications (CISSP, CISA, CISM) strongly preferred
Benefits
- Bonus compensation
- Commission (if in a sales function)
- Equity grants
- Health and wellness benefits
- Vacation
- Paid holidays and refresh days
- 401(k) retirement plan
- Life and disability insurance coverages
Company Overview