Global Alliances Director

Summary

Join Cohesity, a leader in AI-powered data security and management, as a Global System Integrator (GSI) Account Manager. This remote US-based role focuses on driving revenue growth and advocating for Cohesity through GSI routes to market. You will develop and execute joint business plans with select GSIs, leading go-to-market motions, and fostering collaborative relationships. Success requires a proven track record in business development, customer obsession, and managing GSI accounts. The position demands expertise in data management and security technologies, strong communication skills, and the ability to build and scale businesses with GSIs. Candidates must have 15+ years of relevant experience, preferably with a GSI or B2B software company.

Requirements

• 15+ years of relevant work experience, preferably at or with a Global System Integrator, B2B Software or SaaS company
• 10+ years of experience managing GSI accounts globally, with a preference for candidates with experience at firms like Accenture, EY, Cognizant, CGI, NTT, PwC, DXC, ATOS, KPMG, Wipro, Infosys, and Capgemini

Responsibilities

• Develop and implement a joint business plan with select GSIs, covering all stages from design/build through acceleration and scale
• Be responsible for Business Plan development, revenue growth, bookings, pipeline, and market expansion, ensuring frictionless business transactions
• Be responsible for driving business discussions, business model design, business solution documentation, sales proposal creation, marketing collateral development, services alignment, and service delivery oversight
• Work closely with Cohesity teams to generate responses to RFIs/RFPs/EOIs, formulate cases, and expedite technology roadmaps
• Collaborate with GSI Leadership teams and organizations to create and close business opportunities across sell-to, sell-through and sell-with business units
• Develop and implement data-driven business reviews to assess and enhance business growth and success
• Evangelize Cohesity technology, solutions, tools, and processes to raise awareness and enablement within GSIs
• Conduct business workshops and determine solution integration plans with GSIs
• Recognize and influence key decision-makers, serving as the point of contact for business and sales information, conducting Proof of Value with GSI teams and customer sales stakeholders
• Design and build Centre of Excellence labs with GSIs to showcase Cohesity technologies and jointly developed digital solutions
• Identify and capitalize on technology and market trends by codesigning technology solutions with GSIs and ecosystem partners
• Discover and foster new relationships with GSI practice teams, CXO offices, and vertical business units
• Facilitate and build relationships with GSI business teams and Cohesity leadership to support and drive new business opportunities

Preferred Qualifications

• Passion for business growth and a successful track record of scaling businesses with GSIs
• Track record of earning trust with stakeholders in GSI organizations
• Expertise in Data Management, Data Security, Data Backup, Storage Networking, Hyper-Converged, Cloud, Information Security, and Compliance technologies
• Strong understanding of GSI business models, operating models, and go-to-market strategies
• Outstanding executive communication skills and experience collaborating with cross-functional teams and CXO leadership
• Proven ability to develop GSI business plans and executive briefings
• Entrepreneurial approach with a proven ability to generate revenue and grow businesses

Benefits

• Health and wellness benefits
• Vacation
• Paid holidays and refresh days
• 401(k) retirement plan
• Life and disability insurance coverages
• Bonus compensation
• Commission (if in a sales function)
• Equity grants