Director, Business Development - Security

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.

The Security specialist organization is a founding team: a lean group of Security Sales Specialists and Solutions Architects covering the highest-priority markets first, with more markets earning dedicated coverage over time.

A team this size can't put a dedicated person in every territory on day one, and it can't afford every rep independently rebuilding enablement or waiting on operational support that doesn't exist yet.

This role is both things a lean specialist team needs and doesn't yet have: the scale mechanism that generates coverage in markets without a dedicated rep, and the connective tissue that keeps a fast-growing, globally distributed team operating as one function instead of independent pods.

You have two jobs that reinforce each other. First, you own go-to-market motion and pipeline generation for every market without a dedicated Security Sales Specialist or Security Solutions Architect — through targeted campaigns, partner-sourced pipeline, and programs that reach accounts the core team can't cover directly. Second, you are the operational hub for the specialist organization itself — enablement, reporting, cross-functional coordination, and the infrastructure that lets the VP, the Solutions Architecture leader, and the field spend their time selling and coaching instead of building decks and chasing status updates.

At the center of this role is one standing responsibility: helping structure and maintain a cohesive, impactful operating model for the Security specialist organization as it scales. In practice, that means:

• Own an assigned quota for markets without dedicated coverage — build and run targeted campaigns, plays, and programs that generate and convert pipeline.
• Own the data model that signals when a market is ready for dedicated coverage, and manage joint go-to-market programs with technology and channel partners.
• Build direct executive relationships between Cohesity and customer security leadership — briefing programs, round tables, and a consistent point of view.
• Be the cross-functional connective tissue for the specialist organization — the single point of coordination with Marketing, Sales/Revenue Operations, Product, and the broader delivery ecosystem.
• Own and maintain the team's enablement and positioning library, and scale what works into repeatable sales plays, programs, and campaigns.
• Design and run internal sales incentives, and own territory data hygiene and the reporting infrastructure that gives leadership a single source of truth.
• Build and maintain the recurring leadership narrative, run the team's operating cadence, and partner with recruiting on hiring pipeline and ramp logistics.

• Minimum of 5 years of experience in the cybersecurity industry, with a focus on business development and strategic partnerships.
• Demonstrated success building and scaling partner-driven growth initiatives in a global environment.
• Demonstrable experience driving scale in a global environment.
• Experience building…