Channel Development Manager | Santiago, Chile

As a Channel Development Manager at Cohesity, you'll handle the management and enablement of our Channel Partners. Your core responsibilities include building and executing partner account plans, managing tasks in the Channel Management System, driving awareness and demand for our products, and collaborating with partners to support their sales efforts. Additionally, you'll identify and recruit new partners, forecast pipeline conversions, and lead sales strategies tailored to each partner account, helping them achieve their goals.

To thrive as a Channel Development Manager at Cohesity, a Bachelor’s Degree in Computer Science, Engineering, Mathematics, or a related field is essential, along with at least 8 years of proven channel management experience. We seek candidates with a strong track record of achieving quotas, experience in growing top Distribution Managed Partners, and the ability to work independently and remotely, as well as present effectively to large and small groups.

Success in the Channel Development Manager role at Cohesity calls for a unique blend of skills. You should have strong communication and presentation abilities, sophisticated business acumen to navigate complex situations, and a proactive approach to partner engagement. Experience working with cross-functional teams and technical partners is also vital, as is a drive to create effective strategic relationships that foster growth and sales opportunities.

Yes, the Channel Development Manager position at Cohesity requires a significant amount of travel, exceeding 50%. This travel is essential for building relationships with partners, attending industry events, and engaging in direct sales activities. If you enjoy being on the move and meeting new people, this aspect of the role will resonate with you!

Cohesity is renowned for its innovative approach to data security and management. As a Channel Development Manager, you'll be part of a pioneering team in a vibrant work environment that values creativity and collaboration. With a strong focus on partner success and a commitment to being a leader in our industry, Cohesity provides ample opportunities for professional growth while shaping the future of data management.

When answering this question, highlight specific examples of how you've successfully managed channel partners in the past. Discuss your strategies for building strong relationships, achieving sales targets, and your experience with pipeline management. Be sure to mention relevant metrics that showcase your success.

In your response, emphasize the importance of collaboration with channel partners and internal sales teams. Share an example of a successful sales strategy you've developed, including how you analyzed market conditions, identified opportunities, and tailored the strategy to align with partner strengths and company goals.

Discuss specific techniques such as regular communication, joint marketing initiatives, and training programs that you implement to drive partner engagement. Highlight examples where your approach resulted in increased partner commitment and sales growth, as well as the importance of understanding partners' needs.

Give insight into your recruitment process, including identifying potential partners through market research, using criteria that align with company goals, and the methods you employ to approach and pitch to prospects. Illustrate the significance of building rapport and trust during the recruitment process.

Be prepared to narrate a specific challenge you faced, illustrating your critical thinking and problem-solving skills. Explain the steps you took to resolve the situation and the outcome, emphasizing your adaptability and ability to learn from experiences.

Discuss the various metrics you use to assess partnership performance, such as revenue growth, pipeline conversion rates, and partner engagement levels. Mention how you leverage data to drive decisions and improve future strategies.

Emphasize that clear and open communication is vital in building trust and understanding with partners. Share methods you use to maintain communication, such as regular check-ins, quarterly business reviews, and feedback loops to ensure that both parties are aligned and informed.

Mention marketing programs, joint initiatives, sales training sessions, and the use of promotional materials that you organize to increase product visibility among partners. Share examples of successful campaigns that boosted product awareness and sales.

Explain that partner enablement is crucial for ensuring that channel partners are well-equipped to sell your products effectively. Discuss training, resources, and support structures you put in place to empower partners, which ultimately leads to mutual success.

Share your passion for the industry, your drive to foster successful partnerships, and your commitment to achieving results. Mention specific aspects of working at Cohesity that inspire you, such as the company's mission or innovative solutions, tying them back to your motivation and goals in the role.