Senior Director, Global Channel & Alliances Operations | Santa Clara, CA Office

Senior Director, Global Channel & Alliances Operations

Cohesity opens in a new tab 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 ’ve been named a Leader by multiple analyst firms and have been globally recognized opens in a new tab for Innovation, Product Strength, and Simplicity in Design.

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Role summary

Cohesity is seeking a Senior Director, Global Channel & Alliances Operations, to lead Revenue and Partner Program operations for the global channel business across AMER, International (Europe, Emerging Markets and APJ) and LATAM. This is a strategic leadership role supporting the acceleration of partner-led ARR growth, modernising and simplifying how partners transact with Cohesity, owning the operating model behind the Aspire Partner Program, embedding AI into core channel processes, and leading a high-performing global team that operates with rigour and discipline.

The remit spans two connected functional areas:
Channel Operations – deal registration, partner master data, reporting and analytics, partner-facing systems and field operational support – and Partner Program Operations – tiering and re-levelling, onboarding, incentives and rebate management, and commercial partner policy including renewals incumbency.

What success looks like

Performance in this role is measured against the following outcomes:

• Partner-led ARR growth: sustained growth in partner-sourced pipeline and ARR across all Regions and Districts.

• Net revenue retention
  : NRR through a disciplined renewal and expansion motion.

• Deal registration performance: reduced approval cycle time, reduced conflict rate, and governance held without exception creep.

• Partner program integrity: accurate tiering and re-levelling, on-time incentive payment, and no unresolved policy exceptions carried quarter to quarter.

• Partner data quality: greater than 95% compliance against defined partner account, hierarchy and DR classification standards.

• Reporting: Key Channel Metric reporting and alignment globally

• Partner and field adoption: measurable adoption of programme and process change by the partner community and by Channel Account Managers

• AI-enabled process adoption: measurable adoption across deal registration, partner data management and reporting workflows.

• Team capability: fully staffed, upskilled team with defined career paths and low regretted attrition.

Strategic mandate

Partner program operations

• Own the end-to-end operating model for the Aspire Partner Program: tier definitions and thresholds, benefits, re-levelling cycles, and partner onboarding.

• Own partner incentives operations across the incentives technology stack, including rebate and MDF/rewards processing and the Finance and procurement interfaces behind payment.

• Own commercial partner policy in partnership with Legal and Finance – renewals incumbency, deal registration eligibility, conflict rules – from drafting through approval, publication and enforcement.

• Run annual and mid-year program releases as structured launches: requirements, systems readiness, policy sign-off, partner and field communications, and post-launch measurement.

• Act as the escalation and arbitration point for programme and partner policy application, holding the line where field or partner pressure argues for exception.

Channel operations and…