Channel Development Manager
Core
Strategic relationship owner for SHI, driving pipeline creation, bookings, and market expansion through joint business planning and executive engagement.
Role type
Senior Channel Development Manager (Strategic Partner Management)
Builds
Strategic alliances and revenue growth with national solution providers like SHI
Domain
Data security, AI-powered data management, enterprise infrastructure
Deliverable
production ML models | product features | dashboards & analysis | client delivery | infrastructure
Required skills
Strategic partner management, joint business planning, executive relationship building, pipeline generation, account mapping, QBR leadership, cross-functional coordination, competitive displacement strategies, partner enablement, territory planning
Preferred skills
Prior experience managing SHI or large national solution providers, existing SHI relationships, enterprise infrastructure knowledge, cloud and data security market expertise
Technologies
Cohesity platform, AI-based threat detection, immutable backup snapshots
Responsibilities
Develop and execute joint Cohesity-SHI business plans with measurable goals; build trusted relationships across SHI executive, sales, technical, and field organizations; drive bookings and expand strategic account penetration; lead Quarterly Business Reviews (QBRs) and executive reviews; coordinate cross-functional resources for unified go-to-market strategies; develop partner-led competitive displacement strategies; enable SHI sales and technical teams at scale.
Seniority
Senior, hands-on IC with strategic ownership