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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in selling complex technology solutions, particularly in Information Security and Cybersecurity, while effectively managing multi-stakeholder relationships and navigating complex sales cycles. Proficient in utilizing AI tools and Salesforce for forecasting and pipeline management.
Highest-signal resume keywords
Quota-Carrying Sales ExperienceInformation Security / Cybersecurity SalesData Security Architecture KnowledgeCohesity Solutions ExpertiseExecutive-Level Communication Skills
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Complex Technology Solutions SalesNegotiating High-Value ContractsAligning Solutions to Security RequirementsBuilding Financial Business CasesForecasting and Pipeline Management
Soft Skills
Mentoring Account ExecutivesBuilding CISO and CIO RelationshipsOrchestrating Cross-Functional TeamsHandling Risks and EscalationsDeveloping Customer References
Tools & Technologies
SalesforceAI ToolsNetBackupBackup ExecInfoScale
Industry Keywords
Enterprise Security FrameworksCompliance StandardsRansomware ResilienceCompetitive LandscapeChannel Partner Collaboration
Tech Stack
Tools & technologiesCyber Security
About the role
Key responsibilities & impact- Target and land strategic new logos, including competitive displacements, and deliver against an annual quota
- Own the DOT and Department of Commerce strategic territory
- Build multi-quarter pipeline against large-deal targets
- Maintain annual and quarterly plans for top accounts covering targets, whitespace, and executive coverage
- Lead discovery to reframe customer security and resilience problems
- Build win strategies for large, competitive, multi-year sales cycles
- Qualify and sharpen peer deals
- Build and sustain CISO and CIO relationships
- Orchestrate cross-functional teams on complex deals
- Build financial business cases connecting Cohesity’s AI-powered data security platform to security, resilience, compliance, and cost outcomes
- Structure and negotiate complex competitive deals, including ELAs, ramps, and partner-involved structures
- Lead multi-product, platform-level deals and incorporate security and AI into customer resilience strategies
- Own the commercial relationship and expansion plan with Customer Success and Renewals
- Handle risks and escalations
- Develop customer references and advocates
- Lead joint account strategies with channel partners and technology alliances
- Forecast large deals, model quarterly risk, and maintain territory plans and pipeline hygiene in Salesforce
- Provide field feedback to Product and Marketing
- Mentor account executives and model effective use of tools and AI
- Provide enablement feedback
Requirements
What you’ll need- Approximately 8+ years of relevant sales experience
- Extensive success in a quota-carrying, customer-facing role selling complex technology solutions
- Experience selling into and partnering with Information Security / Cybersecurity teams
- Strong understanding of enterprise security frameworks and compliance standards
- Ability to align solutions to customer security and risk requirements
- Experience selling into accounts with multiple stakeholders and complex sales cycles
- Strong knowledge of data security architectures, ransomware resilience, and the competitive landscape
- Experience with Cohesity solutions (DataProtect, DataHawk, SmartFiles) strongly preferred
- Expertise with NetBackup, Backup Exec, and InfoScale, including immutable storage, hardened media servers, ACL-based controls, and encryption
- Strong track record of negotiating and closing high-value contracts
- Executive-level communication and presentation skills
- Experience working with channel partners and cross-functional deal teams
- Proficiency with Salesforce and forecasting tools
- Demonstrated use of AI tools to improve productivity, organization, and sales effectiveness
- Bachelor’s degree in Business or a related field, or equivalent experience
- Professional English language proficiency
- Willingness to travel as required within the assigned territory
- Candidates outside the designated job area must be committed to relocating before their start date and have the legal right to work in the job location
Benefits
Comp & perks- Bonus compensation
- Commission eligibility
- Equity grants
- 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 designation
- Employees within a reasonable commute work from core offices 2–3 days a week of their choosing