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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in strategic account planning and value engineering, with a strong ability to build financial cases that connect customer outcomes to TCO and ROI. Proficient in collaborating cross-functionally and leveraging advanced presentation skills to drive complex sales cycles and innovative commercial offers.
Highest-signal resume keywords
Strategic Account PlanningValue EngineeringComplex Sales CyclesFinancial Case DevelopmentCross-Functional Collaboration
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Sales ManagementNegotiationTCO ModelingROI ModelingDeal GovernanceSolution ArchitectureValue Proposition DevelopmentCustomer Deck CreationInfrastructure TechnologiesFile Systems
Soft Skills
Advanced Presentation SkillsStakeholder Trust BuildingProblem SolvingAdaptabilityCustomer Advocacy
Tools & Technologies
Digital TechnologiesData ManagementStorage NetworkingHyper Converged SolutionsInformation SecurityCompliance TechnologiesAI Tools
Industry Keywords
Sales StrategyEnterprise SalesFederal BusinessARR GrowthTCV Growth
About the role
Key responsibilities & impact- Help sales create and shape strategic opportunities and drive complex strategic deals from inception to close
- Stay embedded with the AE and sales team through negotiation and close
- Understand Strategic, Enterprise, Global, and/or Federal businesses and strategies to drive ARR and TCV growth
- Act as the customer’s advocate within Cohesity and champion value-based selling
- Lead customer discussions to define desired outcomes and their value
- Build financial cases connecting outcomes and solution scope to TCO, ROI, risk, and customer investment
- Structure innovative commercial offers and compelling customer value propositions
- Align customer and Cohesity executives and co-create with customers to speed decisions
- Support strategic account planning
- Partner with Finance, DMT, and Revenue on deal governance, approvals, quoting, pricing, accounting, and compliance
- Collaborate with cross-functional teams to create and close opportunities, including RFIs, RFPs, and EOIs
- Become a subject matter expert in Cohesity technology and solutions and apply them to customer business processes
- Work as an individual contributor with no direct reports
- Report to the Sr. Director, Global Pursuit Strategy
Requirements
What you’ll need- 15+ years of relevant work experience in sales management, field sales, or sales strategy roles
- 10+ years of relevant experience or equivalent combination of education and work experience
- Experience building a business around complex sales cycles and customer technical business drivers
- Experience working as an embedded partner to AEs and sales teams through negotiation and close
- Experience in strategic account planning
- Track record of quantifying customer priorities and tying them to solution scope
- Experience in value engineering, including building TCO, ROI, and risk models
- Experience structuring innovative commercial offers
- Experience building executive narratives, customer decks, and value propositions
- Working knowledge of deal governance, approvals, quoting, pricing, accounting, and compliance
- Experience partnering cross-functionally with Finance, DMT, and Revenue
- Experience architecting technical solutions
- Strong business acumen and deep understanding of infrastructure technologies
- Broad understanding of file systems and storage technologies
- Experience with Digital, Data Management, Storage Networking, Hyper Converged, Information Security, and Compliance technologies
- Advanced presentation skills
- Track record of earning trust with stakeholders
- Ability to learn new businesses and systems quickly and solve ambiguous business problems
- Degree in Business, Finance, Economics, Information Systems, Computer Science, Instructional Technology, Technical Training, or a relevant field is a plus
- Demonstrated ability to leverage AI tools to enhance productivity, streamline workflows, and support decision making
- Professional English language proficiency for customer and internal communication
- Ability to travel up to 30%+
Benefits
Comp & perks- Health and wellness benefits
- Vacation
- Paid holidays and refresh days
- 401(k) retirement plan
- Life and disability insurance coverages
- Bonus compensation may be available
- Commission may be available for sales functions
- Equity grants may be available