Pursuits Director - US

 

Want to help us simplify the world of data management?

Cohesity is on a mission to radically simplify how organizations manage their data to unlock limitless value. We make it easy to back up, manage and derive value from data while protecting data against ransomware attacks. At Cohesity, we’re encouraged to think big and we take on dynamic goals that require innovative thinkers. Obsession with our customers keeps us humble and drives us to keep learning!

We’ve been named a Leader by multiple analyst firms, and are prominently featured in the Forbes Cloud 100 and CRN’s Coolest Cloud companies.

A Cohesity Pursuit Director provides business value selling insights to enterprise, strategic, and global account sales pursuits. Responsibilities include providing business insights and advancing selling strategies with Cohesity account teams; engaging with client C-level leadership teams to discover and understand key business objectives and any possible obstacles to success; and creating new value selling artifacts and other material to drive strong winning sales outcomes and continued revenue growth. The Pursuit Manager will tailor outstanding value-selling strategies across global markets, ecosystems, and clients regardless of industry vertical. Leading client value sales discussions, supporting account teams and action plans, customizing materials, and coordinating multiple activities focusing on Cohesity's value propositions will be essential to success in this role.

The role requires a person with a successful track record of value-based selling strategies, business development, collaborative account planning, management, and multi-functional solid team engagement expertise. They will have 15+ years of demonstrated expertise in leading a book of opportunities from qualification to contract award, including business discovery, strategic prospecting, solution development, alliance strategies, consulting engagements, channel partnerships, and complex multi-year multi-cloud pricing strategies. 

Cohesity is delivering the next generation of digital transformation. We believe that simplicity is the foundation of modern data management. Our mission is to radically simplify how organizations manage and secure their data and unlock limitless value.

HOW YOU WILL SPEND YOUR TIME HERE

• Be the primary Cohesity business value advocate on behalf of the company to ensure every project includes a robust positive business impact for the client.
• Work directly with Cohesity account teams, their executive clients, and various multi-functional domain experts, developing winning sales strategies, client by client, and implementing those strategies to drive revenue growth.
• Quantify business value in percentages, hours, and dollars, typically in the form of a return on investment, TCO, or related business impact enabled by the proposed solution, and build the resulting content prepared for client executive selling engagements.
• Have a solid understanding of large enterprise and global business issues and related challenges, successfully mapping Cohesity enabling use cases and how we address the business challenges with our technology solutions.
• Collaborate with Cohesity account teams responding to RFIs, RFPs, and EOIs.
• Collaborate with channels and alliance teams to drive Cohesity business value awareness, growing programmatic scale, solution adoption, and revenue growth.
• Collaborate with marketing and sales enablement teams to drive Cohesity business value strategies into how the solutions are trained and presented.
• Clearly articulate the business benefits of Cohesity solutions at all levels, the primary line of business leaders, business directors, technical directors, and "C" level executives working with top-name global brand clients and target customers.
• Design, develop, and lead technical selling artifacts aligned to Cohesity use cases that deliver strong business impact as part of executive-level return on investment value selling methods.
• Cross-group partnership, providing team members with the needed technical business value information to encourage and fuel innovative and differentiated value selling strategies.
• Reporting to the Global Director Pursuit Team, under the VP of Elevate Enablement, part of the company's WWFO sales organization.

 

WE'D LOVE TO TALK TO YOU IF YOU HAVE MANY OF THE FOLLOWING

• 12+ years in sales management, field sales, and sales strategy roles.
• 10+ years of architecting business solutions demonstrating transformation technology solutions.
• Demonstrable ability to quickly understand client business challenges, distilling down the accurate combination of technology solutions to solve the client's business challenges, and successfully driving an effective value-selling strategy to win.
• Advanced presentation and public speaking skills with various successful experiences in front of executive client audiences, large and small.
• Knowledge of and experience with sophisticated technologies (hyper-converged, information cyber security, data management, data protection, data storage, cloud computing, data analytics, IT automation, positioning accurately in combination to solve critical business problems.
• Degree or equivalent experience in information systems, business, finance, computer science, or a field related to IT solution sales.
• Ability to travel for client business engagements 30%-50%.