Senior Manager - Enterprise Sales

As a Senior Manager - Enterprise Sales at Cohesity, you’ll tackle a wide array of responsibilities that include building and leading a skilled sales team, developing a strategic territory approach, and ensuring that both short-term and long-term objectives are met. You'll engage in high-level negotiations and directly influence major sales initiatives while collaborating closely with various internal teams to drive new business opportunities.

For the Senior Manager - Enterprise Sales role at Cohesity, candidates should have at least 10+ years of sales management experience, with a proven track record in leading sales teams towards achieving quotas. A Bachelor’s degree is required, along with extensive experience in negotiating complex deals, and the ability to work collaboratively with multifunctional teams.

Cohesity seeks candidates for the Senior Manager - Enterprise Sales position who have a wealth of experience in a fast-paced sales environment. Specifically, we are looking for those with 12+ years in sales roles and a history of managing teams with six or more direct reports, especially with a focus on enterprise-level sales and multi-million dollar negotiations.

At Cohesity, we believe in investing in our talent. The Senior Manager - Enterprise Sales will not only lead but also develop their team through strategic recruitment, coaching, and creating an environment where team members can reach their full potential. Our culture promotes growth and continuous learning through mentorship and collaboration.

Cohesity offers a competitive benefits package for the Senior Manager - Enterprise Sales role, including health, dental, and vision insurance, unlimited PTO, and stock options based on company performance. We prioritize our employees' well-being and provide opportunities for professional development as part of our commitment to a great work-life balance.

When answering this question, highlight specific examples of how you recruited, trained, and motivated your sales team. Discuss strategies you implemented for team collaboration and achieving quotas, and demonstrate your understanding of the importance of aligning individual goals with those of the organization.

In response, outline your approach to analyzing market potential and understanding customer needs. Talk about how you incorporate past sales data and competitor analysis, and emphasize the importance of flexibility to adapt strategies based on market conditions. Creativity and analytical skills should shine through in your answer.

Discuss your negotiating philosophy as well as specific tactics that have proven successful for you in past deals. Include how you build rapport with clients while ensuring that both parties feel they are gaining value, and don't forget to mention the importance of preparation and understanding client needs.

Explain your approach to management that ensures enough time is allocated for both direct team development and customer interaction. Use examples to illustrate how you prioritize and schedule time for coaching sessions while remaining available for customer calls and meetings.

Answer by detailing your experience working with various departments, such as marketing, engineering, and customer support. Highlight any specific campaigns where joint efforts led to successful outcomes, and the importance of communication and collaboration in achieving sales goals.

You might discuss setting clear performance metrics, recognizing team achievements, and providing professional growth opportunities. Share real-life examples where your motivational strategies led to measurable performance improvements and increased team morale.

This is your opportunity to showcase your problem-solving abilities. Structure your response using the STAR method (Situation, Task, Action, Result) to clearly present the challenge and how you addressed it successfully, emphasizing the skills you utilized in overcoming that hurdle.

Highlight qualities such as leadership, communication skills, resilience, strategic thinking, and the ability to inspire a team. Link these attributes to your own experiences and the impact they have had on your career and team success.

Explain your methods for keeping abreast of industry news and trends, like attending seminars, following key publications, or networking with industry professionals. Sharing specific resources or organizations that you find valuable can help substantiate your answer.

This is your chance to showcase your genuine interest in the company. Speak about your admiration for Cohesity's innovative solutions in data management and security and how your skills align with the company’s vision and values. Make sure to tailor your response to connect your professional goals with the growth potential at Cohesity.