Distribution Account Manager, UAE

Role Overview

Distribution Account Manager, UAE, based at Cohesity. The role is responsible for the management and enablement of Distributors across the Gulf Region within Cohesity's Partner Ecosystem, driving distributor-led growth, enablement, and expanding Cohesity's footprint across the region.

Company Overview

Cohesity is the leader in AI-powered data security. Over 13,600 enterprise customers, including over 85 of the Fortune 100 and nearly 70% of the Global 500, rely on Cohesity to strengthen their resilience while providing Gen AI insights into their vast amounts of data. Formed from the combination of Cohesity with Veritas' enterprise data protection business, the company's solutions secure and protect data on-premises, in the cloud, and at the edge. Backed by NVIDIA, IBM, HPE, Cisco, AWS, Google Cloud, and others, Cohesity is headquartered in Santa Clara, CA, with offices around the globe.

Role Purpose

Build and manage distribution partnerships across the Gulf Region, executing joint business plans to drive distributor-led growth and enable Cohesity's expansion through the partner ecosystem.

Key Responsibilities

Partnership Development & Growth

• Build and manage distribution partnerships, executing towards joint business plans to strategically grow pipeline across the Gulf region.
• Develop and actively lead a sales strategy and jointly developed business plan for assigned Distributor account(s), using the business plan as a roadmap for distributor growth, account management, alliances leverage, and contribution to Cohesity's objectives.
• Extensive experience growing top Distribution-managed Partners through Distributors, ideally within the Gulf region.
• Design and execute effective engagement strategies with Distributors across multiple Gulf countries.

Collaboration & Coordination

• Drive strong collaboration with Cohesity's Gulf Sales, Pre-Sales and Channel Organizations.
• Collaborate with Distributors to drive bookings and joint go-to-market execution across the region.
• Work with cross-functional teams to coordinate marketing activities, deciding, prioritizing, implementing, and measuring investment returns from Distributor partners.
• Coordinate marketing activities with Distributors, leveraging Cohesity marketing resources to establish prioritization, execution, and return on investment across the Eastern Europe region.

Enablement & Performance Management

• Create awareness, demand, and preference for Cohesity solutions and services through and with Distributor partners.
• Enable Distributor sales and technical teams in line with the GTM plan and distribution program requirements, with clearly defined outcomes and metrics.
• Track Distributor performance-to-plan, delivering Cohesity's strategy and vision, and identify action plans to address enablement, engagement, pipeline, and bookings gaps.

Forecasting & Planning

• Forecast Distributor pipeline conversion in coordination with the sales teams.

Qualifications & Experience

• Bachelor's Degree in Computer Science, Engineering, Mathematics, related field, or equivalent experience.
• 8+ years of demonstrable distribution and channel management experience.
• Strong achievement against quota and extensive knowledge gained through exposure to sophisticated business situations across Gulf markets.
• Experience working with customers and technology partners in the Gulf Region.

Skills & Competencies

• Very comfortable presenter to both small and large groups, in person and virtually.
• Demonstrated ability to leverage AI tools to enhance productivity, streamline workflows, and support decision-making.
• Ability to work independently and remotely, with a strong work ethic and eagerness to take on responsibility.

Additional Information

• Willingness to travel greater than 50%, including regularly across the Gulf Region and occasionally internationally.
• In-Office Expectation: Cohesity employees who are within a reasonable commute (within a forty-five minute average travel time) work out of core offices 2-3 days a week of their choosing.
• Equal Employment Opportunity Employer: 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: Individuals with disabilities requiring reasonable accommodation to complete any part of the application process may contact 1-855-9COHESITY or talent@cohesity.com for assistance.