Channel Development Account Manager
At a glance
Mid-level Account Management role at Cohesity. Tokyo · full-time.
Pay not stated
growthroles summary, based on the employer's posting.
What you'll do
- Build account plans with channel partners, then turn those plans into pipeline and bookings
- Recruit and grow partners that extend sales and service coverage
- Forecast partner pipeline conversion alongside the sales teams
- Enable partner sales and technical groups against the GTM plan and program requirements
- Review performance gaps across engagement, pipeline, enablement, and bookings, then set corrective actions
What you bring
- At least seven years of relevant channel sales experience
- A track record managing channels and delivering strongly against quota
- Experience growing major distribution-managed partners through distributors
- Strong presentation ability across technical and business topics for small and large audiences
- Practical use of AI tools to improve workflows and support decisions
Who this fits
This suits an experienced channel sales manager who can work independently, coordinate sales, marketing, and technical groups, and develop partner relationships. You should be comfortable traveling more than half the time and working remotely. Employees within a reasonable commute of a core office work there two or three days weekly.
From the employer
Cohesity is the leader in AI-powered data security. Over 13,600 enterprise customers, including over 85 of the Fortune 100 and nearly 70% of the Global 500, rely on Cohesity to strengthen their resilience while providing Gen AI insights into their vast amounts of data. Formed from the combination of Cohesity with Veritas’ enterprise data protection business, the company’s solutions secure and protect data on-premises, in the cloud, and at the edge. Backed by NVIDIA, IBM, HPE, Cisco, AWS, Google Cloud, and others, Cohesity is headquartered in Santa Clara, CA, with offices around the globe.
We’ve been named a Leader by multiple analyst firms and have been globally recognized for Innovation, Product Strength, and Simplicity in Design , and our culture.
Want to join the leader in AI-powered data security?
In this role, you will be responsible for the management and enablement of Channel Partners in our Cohesity Partner Ecosystem. Your primary focus will be on building and handling account and partner plans, strategically growing the pipeline, and effectively managing the conversion process. By growing awareness, demand, and preference for our company products and services, you will play a key role in driving bookings and achieving our ambitious growth targets.
"HOW YOU’LL SPEND YOUR TIME HERE"
Collaborate closely with partners to drive bookings and ensure a perfect customer experience.
Identify, recruit, and develop new Partners to expand our sales and service capabilities.
Forecast partner pipeline conversion in coordination with the sales teams.
Develop and actively lead a sales strategy and business plan for assigned Partner/Distribution account(s).
Enable Partner sales and technical teams in line with GTM plan and partner program requirements.
Track partner performance-to-plan and identify action plans to address enablement, engagement, pipeline, and bookings gaps.
Develop selling and services opportunities with and within Partner organizations, penetrating new divisions and organizations within assigned Partner accounts.
Coordinate marketing activities and leverage Cohesity marketing resources to establish prioritization, execution, and 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, related field, or equivalent experience.
Minimum 7 years of relevant channel sales experience
Proven channel management experience, with a strong achievement against quota.
Extensive experience in the growth of top Distribution Managed Partners through Distributors.
Experience collaborating with diverse teams to coordinate marketing activities and optimize investment returns from partners.
An aim to successfully design effective engagement with partners.
Experience in working with customers and technology partners.
Excellent presentation skills, comfortable presenting 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.
Willingness to travel, as this position requires travel exceeding 50%.
Demonstrated ability to leverage AI tools to enhance productivity, streamline workflows, and support decision making.
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Equal Employment Opportunity Employer (EEOE)
Cohesity is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status or any other category protected by law.
If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at 1-855-9COHESITY or talent@cohesity.com for assistance.
In-Office Expectations
Cohesity employees who are within a reasonable commute (e.g. within a forty-five (45) minute average travel time) work out of our core offices 2-3 days a week of their choosing.
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