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About the Role
Cohesity is seeking a Senior Account Executive to own and grow a defined territory. This individual contributor role is for a proven seller who thrives in complex, competitive environments, driving net-new logo acquisition and expanding accounts by positioning Cohesity as mission-critical infrastructure for cyber resilience and data security. The role requires disciplined territory planning, strong executive presence, and the ability to navigate multi-stakeholder buying groups while consistently closing large, strategic deals.
Responsibilities
- Target and land strategic new logos, including competitive displacements, and deliver against an annual quota through a balanced focus on new-logo acquisition and account expansion
- Own a strategic territory and build multi-quarter pipeline against large-deal targets, maintaining annual and quarterly plans for top accounts that cover targets, whitespace, and executive coverage
- Lead discovery that reframes the customer’s security and resilience problem; build win strategies for large, competitive, multi-year cycles, and sharpen qualification on peers’ deals
- Build and sustain CISO and CIO relationships; orchestrate cross-functional teams on complex deals and maintain resilience through long sales cycles and competitive pursuits
- Build financial business cases independently, connecting Cohesity’s AI-powered data security platform to outcomes across security, resilience, compliance, and cost; structure and negotiate complex, competitive deals, including ELAs, ramps, and partner-involved structures, trading value rather than discounting
- Lead multi-product, platform-level deals and build security and AI into the customer’s resilience strategy; position competitively with depth in regulated verticals
- Own the commercial relationship and expansion plan alongside Customer Success and Renewals; step in on risk and escalations, and develop customer references and advocates
- Lead joint account strategies with channel partners and technology alliances
- Forecast large deals with high confidence, model quarter risk, and maintain territory plans and pipeline hygiene in Salesforce
- Be the voice of the field to Product and Marketing, mentor AEs, model effective use of tools and AI, and give enablement feedback
Requirements
- Approximately 8+ years of relevant sales experience, with extensive success in a quota-carrying, customer-facing role selling complex technology solutions
- Demonstrated experience selling into and partnering with Information Security / Cybersecurity teams, with a strong understanding of enterprise security frameworks, compliance standards, and the ability to align solutions to customer security and risk requirements
- Demonstrated experience selling into accounts with multiple stakeholders and complex sales cycles
- Identify large deal opportunities, drive business growth and development with NEC
- Strong knowledge of data security architectures, ransomware resilience, and the competitive landscape
- Experience with Cohesity solutions (DataProtect, DataHawk, SmartFiles) strongly preferred; expertise with NetBackup, Backup Exec, and InfoScale, including immutable storage, hardened media servers, ACL-based controls, and encryption
- Strong track record of negotiating and closing high-value contracts
- Executive-level communication and presentation skills, with the ability to articulate technical and business value clearly
- Experience working with channel partners and cross-functional deal teams
- Proficiency with the sales stack (Salesforce, forecasting tools) and demonstrated use of AI tools to improve productivity, organization, and sales effectiveness
- Professional English language proficiency for customer and internal communication.
- Willingness to travel as required within the assigned territory
Skills
- AI-powered data security
- Cyber resilience
- Data security
- Salesforce
- AI tools
Location
- Santa Clara, CA
Work Type
- Hybrid
Experience Level
- Senior
- 8+ years
Education Level
- Bachelor’s degree in Business or a related field, or equivalent experience
About the Company
- Cohesity is the leader in AI-powered data security with over 13,600 enterprise customers, including over 85 of the Fortune 100 and nearly 70% of the Global 500.
- The company's solutions secure and protect data on-premises, in the cloud, and at the edge.
- Cohesity is 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, and its culture.
Equal 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.
- If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at 1-855-9COHESITY or talent@cohesity.com for assistance.