Federal Account Executive - Army
At a glance
Mid-level Account Executive role at Cohesity. Remote, United States · full-time · $247,760–$309,700 OTE.
growthroles summary, based on the employer's posting.
What you'll do
- Build and close new Army accounts while generating most new-customer opportunities yourself and expanding current customers
- Set territory priorities through annual and quarterly plans, then run discovery and deal strategy across buying groups
- Develop security and IT leaders at VP level, coordinate internal teams, and raise deal blockers early
- Shape business cases with sales engineers, negotiate multi-year, multi-product terms, and connect the portfolio to security needs
- Keep forecasts and Salesforce records accurate while co-selling with partners and growing customer adoption
What you bring
- You bring about five or more years in relevant sales, ideally across enterprise technology, SaaS or infrastructure
- You have sold to information security or cybersecurity teams and can connect solutions to security frameworks and risk needs
- You have won new customers and expanded existing accounts, with experience working alongside channel partners
- You can present to senior customer and internal audiences and use Salesforce, forecasting tools and AI tools in your sales work
- You have a business degree or equivalent experience and professional English proficiency
Who this fits
This suits a hands-on, mid-level seller who can self-source opportunities, close new accounts and expand existing ones. The role is remote in the United States, with travel as required in the assigned territory. Candidates outside the designated job area must be willing to relocate before starting and have legal authorization to work there; employees within reasonable commuting distance of a core office work there two to three days weekly.
From the employer
Cohesity is a leader in AI-powered data security and management. Aided by an extensive ecosystem of partners, Cohesity makes it easy to secure, protect, manage, and get value from data — across the data center, edge, and cloud. Cohesity helps organizations defend against cybersecurity threats with comprehensive data security and management capabilities, including immutable backup snapshots, AI-based threat detection, monitoring for malicious behavior, and rapid recovery at scale.
We’ve been named a Leader by multiple analyst firms and have been globally recognized for Innovation, Product Strength, and Simplicity in Design.
Join us on our mission to shape the future of our industry.
We’re seeking an Federal Account Executive (Army) to own and grow a defined territory. This is an active, hands-on sales role where you’ll self-source pipeline, win new logos, and expand existing accounts. You’ll work in one of the most mission-critical categories in enterprise technology — data security and AI-powered resilience — selling the full Cohesity portfolio to complex, multi-stakeholder customers.
HOW YOU’LL SPEND YOUR TIME HERE:
- Self-source the majority of your new-customer pipeline and own new-logo deals through close, alongside account expansion
- Own your territory plan, building annual and quarterly account plans for top accounts
- Run discovery independently across multiple stakeholders; qualify rigorously, disqualify early, and build and execute deal strategy for multi-stakeholder cycles
- Engage VP-level security and IT leaders independently and multithread your accounts; partner effectively with Sales Engineers, Marketing, Customer Experience, Product, and Deal Desk, and communicate blockers early
- Build business cases with SE input; structure multi-year and multi-product deals and negotiate terms, finding creative options to close within standard frameworks
- Sell the full portfolio across data protection, cyber resilience, security, and AI, and identify and drive cross-sell independently; align solutions to security frameworks and compliance requirements across multiple industries
- Partner with Customer Success and Renewals on adoption and value realization; identify and drive expansion in owned accounts, and secure customer references where earned
- Co-sell with channel partners and technology alliances (including NVIDIA, IBM, HPE, and AWS) and drive partner-sourced pipeline
- Own forecast accuracy for your book and maintain pipeline hygiene in Salesforce
- Share repeatable plays, informally mentor newer AEs, and stay current on product, competitive, and sales-process enablement, applying it to your deals
WE’D LOVE TO TALK TO YOU IF YOU HAVE MANY OF THE FOLLOWING:
- Approximately 5+ years of relevant sales experience, ideally selling enterprise technology across infrastructure, SaaS, or adjacent markets
- Demonstrated experience selling into and partnering with Information Security / Cybersecurity teams, with a strong understanding of enterprise security frameworks, compliance standards, and the ability to align solutions to customer security and risk requirements
- A customer-focused mindset and strong interest in cybersecurity and data protection, especially ransomware and recovery
- Working knowledge of data security and backup technologies, and of security frameworks and compliance across multiple industries
- Demonstrated success landing net-new customers and growing existing accounts
- Familiarity with Cohesity solutions (DataProtect, DataHawk, SmartFiles) is a plus; exposure to NetBackup, Backup Exec, or InfoScale is helpful but not required
- Experience working with channel partners and co-selling
- Strong communication skills, including presenting to VP-level customer and internal audiences
- Proficiency with the sales stack (Salesforce, forecasting tools) and demonstrated use of AI tools to improve productivity, organization, and sales effectiveness
- Bachelor’s degree in Business or a related field, or equivalent experience
- Professional English language proficiency for customer and internal communication
- Willingness to travel as required within the assigned territory
Disclosure Pursuant to Applicable State Equal Pay Transparency Laws - This position has a starting pay range as listed below. Actual salary depends upon many factors, including a candidate’s skills, qualifications and experience, location, and salary expectations, and therefore a starting salary at the low end, high end, or even above the stated range may be offered. This position may also be eligible for bonus compensation, commission (if in a sales function), and/or equity grants. Additionally, full-time employees are eligible to participate in our comprehensive benefits framework, including health and wellness benefits, vacation, paid holidays and refresh days, 401(k) retirement plan, life and disability insurance coverages, and other benefits the Company may offer from time to time.
Pay Range :
$247,760.00-$309,700.00The compensation noted above is based on an annualized hourly rate assuming normal full-time employment.
Current pay transparency shows the OTE (On-Target Earnings) for commission-based roles.
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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 recruiting@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.
We strongly prefer candidates who are currently located in or near the designated job location. Candidates outside the area should apply only if they are committed to relocating prior to their start date and have the legal right to work in the job location.
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