Sr. Manager, MSP Sales Acceleration

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.
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The Senior Manager, MSP Sales US & Canada leads Cohesity's MSP account management function for the two regions. Through a team of MSP Account Executives, you will own the sales strategies and commercial relationships with the Managed Service Providers who build services on Cohesity's industry-leading technologies. Most of these partners hold their software entitlements and transact with Cohesity directly as customers, which makes this role both a channel leadership role and a customer-facing sales leadership role, carrying the regional MSP sales target. 

Cohesity's MSP commercial model shapes the work: most managed services partners commit to an annual spend which they can deploy across any mix of products, with no term commit at an end-customer level and monthly billing. Your team owns those commitments, from the initial sizing through every annual recommit and expansion. You will work alongside two peer teams inside the Global MSP organization: Service Creation, which helps partners design and launch healthy, sellable services, and Sales Acceleration, which helps partners create the end-customer demand that consumes their commitment. 

How You'll Spend Your Time:

US & Canada MSP Sales Leadership 

• Develop sales strategies related to MSP recruitment, competitive displacement, share growth, upselling, and renewals. 

• Surpass short-, mid-, and long-term MSP revenue goals, objectives, and quotas. 

• Build, lead, and develop a sales team of MSP Account Executives, recognized for win-win partner relationships, commercial discipline, and dedication to excellence. 

• Recruit, assess, and develop Account Executives as the MSP organization grows in covered partners and geographic reach. 

MSP Account Management & Commercial Ownership 

• Own each partner's annual spend commitment end-to-end: sizing the initial commitment, driving the annual recommit, and expanding commitments when consumption trends and new opportunities support it. 

• Ensure every strategic MSP has a joint business plan with a number attached – inspected, aligned, and curated through regular QBRs. 

• Lead the negotiation of sophisticated six and seven figure MSP agreements, including commitment structures, pricing tiers, and terms suited to a managed services business. 

• Serve as a sponsor for a select group of MSP partners, building relationships with their C-level leadership. 

• Use consumption and overage trends as leading indicators to time recommits and upsizes, and identify at-risk partners early enough to act. 

Forecasting & Operating Cadence 

• Own the regional MSP forecast and pipeline, with clear and accurate commitments to the Sr. Director, Global MSP Sales and the Worldwide Field Organization leadership. 

• Build the operating rhythm for the team: weekly forecast calls, partner health reviews, and quarterly business reviews, measured on commitment attainment, recommit rate, net expansion, and consumption against commitment. 

Field & Cross-Functional Alignment 

• Develop and maintain strong, collaborative relationships with regional field sales leaders to align MSP coverage with field account teams, settle account ownership and crediting questions, and co-sell where MSP services meet enterprise customer demand. 

• Interlock with the Service Creation and Sales Acceleration teams so partners move cleanly from service launch, to sales activation, to commitment growth. 

• Bring partner requirements to Product Management, backed by the revenue at stake, and keep partners informed on roadmap progress. 

• Work with the Deal Management Team, Legal, Channel Programs, and Alliances to keep MSP agreements, pricing, and program benefits aligned with global standard processes. 

We'd Love to Talk to You If You Have Many of the Following:

• 5+ years of quota-carrying experience in enterprise software, cloud infrastructure, or cybersecurity, including 3+ years leading sales teams. 

• Direct experience selling to or managing MSPs, Cloud Service Providers, MSSPs, or other service providers as customers, preferably under commitment- or consumption-based commercial models. 

• A track record of successfully leading and developing distributed sales teams. 

• Comfort with consumption economics: how a partner's commitment, unit pricing, and usage-based overage interact, and what that means for sizing and growing a commitment. 

• A track record of negotiating sophisticated deals with six and seven figure values, including intricate terms, conditions, and price pressures. 

• Proven success working through matrixed field organizations. 

• Strong focus on operational cadence and forecast accuracy, with familiarity with Salesforce and Clari. 

• Experience positioning enterprise data protection, cyber resilience, storage, or security solutions. 

• Strong belief in building a winning culture, and a highly trusted individual who maintains and expects high standards for themselves and their team. 

• Strong executive communication skills, able to present confidently to C-level partner contacts and Cohesity senior leadership alike. 

• Professional English language proficiency; additional languages are a plus. 

• Domain experience in data protection, cyber resilience, storage, cyber security, or artificial intelligence markets. 

• Demonstrated experience using AI tools to improve productivity, organization, and sales effectiveness. 

• Willingness to travel as required. 

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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.

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.

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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.
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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.

We strongly prefer candidates who are currently located in or near the designated job location. Candidates outside the area should apply only if they are committed to relocating prior to their start date and have the legal right to work in the job location.