Global Pursuits Director

Overview

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.

Cohesity is searching for a Global Pursuits Manager to provide business value by selling insights to enterprise, strategic, and global account sales pursuits. Responsibilities include providing business insights and advancing sales strategies with Cohesity account teams; engaging with client C-level leadership teams to discover and understand key business objectives and potential obstacles to success; and creating value-selling artifacts and other materials that drive strong, winning sales outcomes and continued revenue growth. The Pursuit Manager will tailor unique value-selling strategies across global markets, ecosystems, and clients regardless of industry vertical. In addition, this role will be leading client value sales discussions, supporting account teams with value selling strategies and action plans, customizing materials, and coordinating multiple activities that focus on Cohesity’s value propositions will be key to success in this role.

The role requires a person with a successful track record of value-based selling strategies, business development, collaborative account planning, and management, as well as strong expertise in cross-functional team engagement. They will have 15+ years of demonstrated expertise in managing a book of opportunities from qualification to contract award, encompassing business discovery, strategic prospecting, solution development, alliance strategies, consulting engagements, channel partnerships, and complex, multi-year, multi-cloud pricing strategies.

HOW YOU'LL SPEND YOUR TIME HERE :

• Be the primary Cohesity business value advocate for the company, ensuring that every project delivers a strong, positive business impact for the client.
• Work directly with Cohesity account teams, their executive clients, and a variety of cross-functional subject matter experts to develop winning sales strategies, client by client, and execute those strategies to drive revenue growth.
• Quantify business value in percentages, hours, and dollars, typically in the form of an ROI, TCO, or related business impact enabled by the proposed solution, and create the resulting content prepared for client executive selling engagements.
• Have a strong understanding of large enterprises and global business issues, as well as related challenges, successfully mapping Cohesity-enabling use cases and how we address business challenges with our technology solutions.
• Collaborate with Cohesity account teams in response to RFIs, RFPs, and EOIs.
• Collaborate with channels and alliance teams to drive Cohesity business value awareness, increasing programmatic scale, solution adoption, and revenue growth.
• Collaborate with marketing and sales enablement teams to drive Cohesity business value strategies into how the solutions are trained and presented.
• Clearly articulate the business benefits of Cohesity solutions at all levels, primary line of business managers, business directors, technical directors, and “C” level executives working with top-name global brand clients and target customers.
• Design, develop, and manage technical selling artifacts aligned to Cohesity use cases that deliver strong business impact as part of executive-level ROI value selling methods.
• Cross-group collaboration, providing team members with the needed technical use-case-driven business value information, to inspire and fuel innovative and differentiated value selling strategies.
• Reporting to the Global Director Pursuit Team, under the VP of Elevate Enablement, part of the company’s WWFO sales organization.

WE'D LOVE TO TALK TO YOU IF YOU HAVE MANY OF THE FOLLOWING :

Compensation and Benefits

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 : $173,600.00-$217,000.00

The 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.

Data Privacy Notice for Job Candidates : For information on personal data processing, please see our Privacy Policy. 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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