Director, MSP Sales Acceleration

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.

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The Director, MSP Sales Acceleration owns activating sales inside the MSP partners who have built managed services on Cohesity’s industry leading technologies through a team of approximately eight MSP Channel Development Managers, organized by region, from around the globe.

Cohesity's MSP/MSSP commercial model drives alignment of this role’s activities: partners commit to an annual spend which they can deploy across any mix of products, with license portability between end customers and monthly billing. Your team's focus is helping partners create demand against that commitment. Overages by supported MSPs are a sign of success.

• 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 Q , 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.

• 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…