Director, Partner Enablement

This is a fully remote position, open to applicants in California, +1 more state.

📋 Description

• Develop and take ownership of the global partner enablement strategy, encompassing all partner types (resellers, distributors, managed service providers) and all partner seller roles (business sellers and technical sellers).

• Transform Cohesity’s internal Command of the Message framework, discovery frameworks, objection handling guides, and competitive positioning into partner-ready resources that can be delivered through indirect market channels.

• Create partner-specific learning paths and certification programs that align with Cohesity’s Cyber Resilience and AI portfolio, empowering partner sellers to engage in differentiated, value-based dialogues with customers.

• Design technical seller enablement for partner systems engineers, focusing on solution positioning, proof-of-concept guidance, and technical discovery in relation to Cohesity’s DataProtect, FortKnox, DSPM, and AI platform offerings.

• Collaborate closely with Channel leadership, Product Marketing, and the broader Enablement team to ensure that partner content is aligned with current GTM messaging, competitive intelligence, and product positioning.

• Facilitate partner SKO sessions, virtual training events, bootcamps, and on-demand content programs — translating GTM strategy into actionable partner execution.

• Establish measurement frameworks and tools to monitor partner enablement adoption, certification completion, and business impact — including metrics for partner-sourced pipeline, win rates, and deal velocity.

• Act as a trusted advisor to Channel leadership, Enablement stakeholders, and senior GTM executives, effectively communicating partner readiness status and investment rationale with clarity and confidence.

⛳️ Requirements

• Over 10 years of progressive experience in sales enablement, partner enablement, or channel program design within enterprise SaaS or cybersecurity organizations, with at least 3 years in a director-level position or equivalent.

• In-depth understanding of indirect channel motions — including reseller, distributor, and MSP partner ecosystems — and the ability to design enablement programs that effectively reach those market channels.

• Proven capability in developing and scaling both business seller and technical seller enablement programs for partner audiences, including role-based learning paths, certification frameworks, and technical readiness initiatives.

• Practical experience in implementing structured sales methodologies (Command of the Message, MEDDPICC, Value Selling, or equivalent) within partner organizations, demonstrating measurable adoption and business impact.

• Strong background in cybersecurity or data protection fields, possessing sufficient technical expertise to create credible enablement for partner systems engineers and solution architects.

• Demonstrated success in designing and executing global partner training events, SKOs, and certification programs for diverse audiences across regions (AMER, EMEA, APJ).

• Experience in assessing and integrating AI-driven enablement technologies — such as coaching automation, content personalization, and learning management systems — to enhance partner productivity and scalability.

• Strong executive presence and stakeholder management abilities, with the capacity to influence CRO, CMO, and Channel leadership through effective communication, data-driven insights, and well-structured program design.

• Proven ability to evaluate enablement impact against business outcomes — including partner-sourced pipeline, ramp-to-quota, win rates, and deal velocity — beyond merely tracking training completion rates.

• Experience in developing partner enablement within a high-growth, rapidly changing product landscape where message consistency and field-readiness speed are key competitive advantages.

• Proficiency in the English language, able to communicate effectively in speaking, reading, and writing within a professional and specialized context.

🏝️ Benefits

• Health and wellness benefits.

• Vacation.

• Paid holidays and refresh days.

• 401(k) retirement plan.

• Life and disability insurance coverage.

• Additional benefits the Company may offer from time to time.