Channel Development Manager - Hong Kong / Taiwan / Macau

Job Description

Cohesity is 100% Channel. We are focused on developing highly productive and beneficial relationships.

We’re hiring a CDM to manage and accelerate sales growth via partner relationships. In the assigned territory, our partners help us achieve success by supporting our sales teams (Rep+SE) and interpedently achieving sales growth for Cohesity. Your objective is to identify, work closely and lead the partnership with a limited number of strategic partners (resellers) and a key distributor that will cover all other resellers for Cohesity. Please note there is some local and international travel requirements.

Responsibilities

• 70% of your time:
  • Accelerate our partnership with strategic partners and key distributor. This time includes relationship building, business planning, joint sales calls with partners, delivering sales training, technical training/coordination, evangelizing Cohesity, driving partner demand generation activities, tracking key channel metrics and developing additional tools and processes to support your own efforts. Key skillsets for this function include a combination of sales, relationship building, highly effective multi-tasking, ability to “just get things done”, excellent presentation skills and training/mentoring partner reps and SE’s.
• 20% of your time:
  • Manage other channel needs in the territory. This includes recruiting, screening, informing and managing all non-strategic partner activity. There will be approximately another 30 or so authorized partners where we are engaged opportunistically but do not fit in the strategic category mentioned above. They will have some needs and activity that requires support, although we want to minimize the time spent in this category to allow more time for the strategic partners. There are also some general and administrative functions you’ll be responsible for which fit into this category (preparing for internal QBRs, onboarding new Cohesity sales teams, and some program administration activity). The key skillset for this function is to prioritize, determine owner and allocate ownership – with follow-up.
• 10% of your time:
  • Help us build the best channel program created by a storage company. Being a very young company, we are developing new content, training materials and tools as we go. You will be expected to contribute content development and help to create new tools and processes which can be leveraged with other partners.

Qualification

• 5 years of demonstrated success in data management, data storage or software-defined industry
• 8-10 years of demonstrated success with channel and technology partners (or alliances) at all levels: CxO, Marketing, Presales and Sales
• Ability to adapt and build a channel structure/program
• Positive reputation with strong existing relationships with technology partners
• Very comfortable presenter of technical and business material to both small and large groups
• Exceptional written and verbal communication skills – fluent in English
• Self-motivated and a self-starter, comfortable working remotely and autonomously
• Understanding of business acumen and thought process
• Ability to travel with the needs of the role
• Bachelor’s Degree in Computer Science, Business - related field, or equivalent experience