وصف الوظيفة
Role Overview
AI Sales Specialist at Cohesity, a leader in AI-powered data security headquartered in Santa Clara, CA, with offices around the globe. This is a founding go-to-market role in Cohesity's new AI Business Unit, selling GAIA, the enterprise AI platform for unlocking the value of unstructured data.
Company Overview
Cohesity serves over 13,600 enterprise customers, including more than 85 of the Fortune 100 and nearly 70% of the Global 500. The company secures and activates data on-premises, in the cloud, and at the edge. Backed by NVIDIA, IBM, HPE, Cisco, AWS, Google Cloud, and others, Cohesity has been named a Leader by multiple analyst firms and globally recognized for Innovation, Product Strength, and Simplicity in Design.
GAIA is Cohesity's enterprise AI platform that helps customers securely search, understand, summarize, and reason across current and historical enterprise information while preserving permissions, provenance, and governance. GAIA provides a foundation for agentic AI by making trusted enterprise context available to AI applications, copilots, and agents.
Role Purpose
You will build the sales playbook for GAIA across a foundation of 13,000 existing customers and co-sell partnerships with NVIDIA and hyperscalers. You own the revenue number for GAIA across product, infrastructure, and consulting-advisory bookings in your territory, generating and closing pipeline while establishing yourself as the AI subject-matter resource in every deal.
Key Responsibilities
Revenue Ownership & Deal Closure
- Own GAIA revenue number across product, infrastructure, and consulting-advisory bookings for the assigned territory.
- Generate, carry, and close your own revenue number.
- Identify, qualify, develop, and close AI opportunities by working existing field relationships and building new ones with your own network.
Subject Matter Expertise
- Serve as the AI subject-matter resource in every deal, with credibility in data architecture, use cases, deployment models, and business cases.
- Hold the room with a CAIO, CDO, or VP of AI on technical and strategic topics.
- Develop working fluency in the AI landscape including platforms, deployment models, use cases, value drivers, and risk assessment.
Pipeline Development & Outbound Activity
- Build pipeline through daily and weekly outbound across multiple channels; do not wait on marketing, SDRs, or field sales for pipeline generation.
- Generate and qualify pipeline in complex, multi-stakeholder enterprise accounts through hunter mentality and direct prospecting.
- Demonstrate a track record of generating your own pipeline rather than taking orders.
Account Planning & Execution
- Build and deliver executive-quality pitch decks, proposals, and business cases that translate technology into account-specific value stories.
- Blend product, infrastructure, consulting, and advisory opportunities into multi-phase account plans so the first deal sets up the next one.
- Participate in account planning with field account teams and build account participation growth.
Partner Ecosystem Collaboration
- Work the AI partner ecosystem for the region—NVIDIA, hyperscalers, infrastructure OEMs, and emerging AI vendors—for joint pipeline, co-sell motion, and deal registration.
- Operate effectively in a co-sell and specialist model; drive the AI motion while field account teams own the primary relationship.
- Build co-sell partnerships with NVIDIA, AWS, Azure, or GCP field teams where applicable.
Pipeline Management & Forecasting
- Run disciplined pipeline hygiene with accurate CRM data and honest stage progression.
- Maintain disciplined CRM and forecasting habits; if it is not in the system, it does not count.
- Deliver reliable forecasts that stakeholders can plan against.
Cross-Functional Communication
- Show up in cadence calls and pipeline reviews with market intelligence, competitive insights, and lessons learned—not just status updates.
- Collaborate with field account teams on joint pipeline and field satisfaction.
- Provide feedback on what worked and what did not in the market.
Qualifications & Experience
- 10-12 years of quota-carrying technology sales experience, including time in a specialist selling role.
- 2-3 years specifically selling AI products to VP of AI, CAIO, CDO, or equivalent buyers.
- Infrastructure selling experience and understanding of how platform decisions are made.
- Demonstrated track record generating your own pipeline in complex, multi-stakeholder enterprise accounts.
- Experience selling both product, infrastructure, and consulting-advisory engagements to enterprise, data-driven, or high-growth technology customers.
- Proven ability to build and deliver executive-grade decks and proposals that hold up in front of a buying committee.
- Bachelor's degree required.
- Existing relationships with CAIOs, CDOs, or VP-of-AI buyers at Fortune 500 or high-growth East Coast enterprises are a plus.
- Prior specialist overlay experience at a data infrastructure, cloud, or AI platform vendor is a plus.
Skills & Competencies
- Working fluency in the AI landscape: platforms, deployment models, use cases, value drivers, and risk assessment; business-value and consultative-selling expertise, not hands-on technical practitioner skills.
- Comfort operating in a co-sell and specialist model with field account teams.
- Ability to consult on business cases and translate technology into strategic value.
- Language capability matched to the assigned territory is strongly preferred (e.g., Arabic for Emerging/Gulf accounts, Mandarin/Cantonese for APJ); business-level English is required for all positions.
Additional Information
Travel & Location
- Field-based role requiring regular travel across the territory for customer meetings.
- Periodic travel to Santa Clara HQ and company events.
- Employees within a reasonable commute (approximately forty-five minutes average travel time) are expected to work out of core offices 2-3 days per week of their choosing.
Performance Metrics
- Attainment of assigned AI revenue quota across product, infrastructure, and consulting-advisory bookings.
- Pipeline generation volume, velocity, and conversion against regional targets.
- Growth in account participation and services attach on AI engagements including labs, deployment, and consulting-advisory work.
- Joint pipeline generated with account teams and field satisfaction scores.
- Deal registrations earned and joint pipeline built with AI partner sales teams.
- Win rate on competitive deals led.
- CRM accuracy and forecast reliability.
Equal Employment Opportunity
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. Reasonable accommodations are available for individuals with disabilities; contact 1-855-9COHESITY or talent@cohesity.com for assistance.