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Cohesity

Channel Development Manager

Cohesity

. Serve as the primary strategic relationship owner for SHI .

Posted 9/22/2026full-timeIllinois • United StatesMid-LevelSenior💰 $172,800 - $216,000 per yearWebsite

Core Competencies

Role fit
Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in channel and enterprise sales, strategic alliances, and partner management, with a strong focus on driving pipeline growth and executing joint business plans. Proven ability to build executive relationships and coordinate cross-functional teams to achieve measurable business outcomes.

Highest-signal resume keywords
Channel Sales ExperienceStrategic Alliances ManagementPipeline GenerationExecutive Relationship DevelopmentBusiness Planning

ATS Keywords

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Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills
Enterprise SalesJoint Business PlanningPipeline Performance TrackingAccount MappingMarket ExpansionSales Strategy DevelopmentPartner EnablementCompetitive Displacement StrategiesData ManagementCyber Resilience
Soft Skills
Relationship BuildingPresentation SkillsIndependent WorkCollaborationStrategic Planning
Tools & Technologies
AI ToolsSales Enablement PlatformsCRM SoftwareMarketing Automation ToolsBusiness Intelligence Tools
Industry Keywords
Data SecurityCloud SolutionsEnterprise InfrastructureGSINational Solution Provider

Tech Stack

Tools & technologies
Cloud

About the role

Key responsibilities & impact
  • Serve as the primary strategic relationship owner for SHI
  • Develop and execute a joint Cohesity-SHI business plan
  • Drive pipeline creation, bookings, enablement, account penetration, and market development
  • Build relationships across SHI executive, sales, technical, services, and field organizations
  • Align Cohesity resources to increase mindshare and create net-new opportunities
  • Collaborate with SHI and Cohesity teams to drive bookings and customer experience
  • Expand Cohesity presence and activate relationships to generate pipeline and bookings
  • Drive account mapping and seller alignment between SHI and Cohesity field teams
  • Partner on strategic enterprise opportunities, key verticals, and high-value accounts
  • Forecast pipeline performance and bookings
  • Lead sales strategy and business planning for SHI
  • Create repeatable sales plays, enablement programs, executive engagement strategies, and field activation initiatives
  • Enable SHI sales and technical teams at scale
  • Track business plan performance and establish corrective action plans
  • Lead Quarterly Business Reviews and executive business reviews
  • Develop selling and services opportunities across SHI business units and customer segments
  • Articulate profitable growth opportunities for SHI sellers and services teams
  • Coordinate sales, SE, marketing, services, partner programs, and executive resources
  • Develop partner-led competitive displacement strategies
  • Coordinate marketing activities to drive awareness, pipeline, executive engagement, and ROI

Requirements

What you’ll need
  • Proven experience in channel, enterprise sales, strategic alliances, or partner management
  • Strong track record of exceeding revenue and growth objectives
  • Experience managing SHI or another large national solution provider, strategic reseller, or GSI strongly preferred
  • Existing SHI relationships highly desirable
  • Experience building and executing joint business plans with large strategic partners
  • Experience delivering measurable pipeline growth, bookings performance, and market expansion
  • Ability to build and maintain relationships from field sellers and technical teams through executive leadership
  • Experience driving partner-led account mapping, pipeline generation, territory planning, and enterprise sales campaigns
  • Strong understanding of enterprise infrastructure, cyber resilience, data security, cloud, and/or data management markets
  • Experience developing executive-level relationships and conducting QBRs, business reviews, and strategic planning sessions
  • Experience coordinating sales, pre-sales, marketing, services, and executive stakeholders
  • Experience optimizing partner investments and maximizing business outcomes
  • Ability to design and execute scalable partner enablement and engagement strategies
  • Excellent presentation skills for technical and business content
  • Ability to work independently and remotely
  • Demonstrated ability to leverage AI tools to enhance productivity, streamline workflows, and support decision-making
  • Must have English language proficiency in speaking, reading, and writing professionally
  • Willingness to travel as needed
  • Legal right to work in the job location
  • Willingness to relocate prior to start date if outside the designated job area

Benefits

Comp & perks
  • Bonus compensation may be available
  • Commission may be available for sales functions
  • Equity grants may be available
  • Health and wellness benefits
  • Vacation
  • Paid holidays
  • Refresh days
  • 401(k) retirement plan
  • Life insurance coverage
  • Disability insurance coverage
  • Other benefits the Company may offer
  • Remote work arrangement
  • Flexible office attendance for eligible employees (2–3 days per week of choosing)