Director, Strategic Partner Business Development – Practice Creation

This is a fully remote position, open to applicants in Ohio.

📋 Description

• Take ownership of the team charter, priorities, and roadmap; establish direction and ensure executive alignment among Sales, Channel, Product, and Marketing leadership.

• Lead, mentor, and develop a team of two specialists in Practice-Creation and Business Development across the Americas and international markets.

• Develop and expand the partner Practice-Creation framework, defining Specializations, partner benefits, enablement, and value messaging.

• Provide direct support to GSI and MSP leadership, facilitating complex Business Development and Go-To-Market initiatives that enhance partner-sourced and partner-influenced pipeline, Annual Recurring Revenue (ARR), and bookings.

• Manage intricate Business Development and Go-To-Market strategies for embedded and technology OEM partners and opportunities on a global scale.

• Advocate for partner adoption directly and through Channel Development Managers and Cohesity field teams.

• Collaborate with the VP of MSP & Services Creation to design new service offerings and assist in their market introduction.

• Propel cross-functional collaboration to eliminate obstacles, operationalize incentives and programs, and guarantee opportunity-level tracking and reporting.

• Create business cases for partner investments, quantify anticipated costs, returns, and growth targets, and present these to senior leadership.

• Achieve measurable growth in partner-sourced and partner-influenced ARR.

• Establish a repeatable Practice-Creation model with defined Specializations operational in AMS and INTL.

• Launch Partner Services offerings to market with measurable pipeline impact.

⛳️ Requirements

• Over 10 years of experience in channel, alliances, partner business development, or Go-To-Market strategy.

• Extensive experience within Reseller, GSI, MSP, and/or OEM ecosystems.

• Proven success in building and scaling partner practices, Specializations, or service offerings that yield measurable revenue.

• Experience in leading and developing distributed cross-regional teams; demonstrated people leadership is required.

• Strong executive presence with the capability to construct and defend a business case before senior leadership.

• In-depth knowledge of complex Business Development and Go-To-Market processes in enterprise software or data management/cloud infrastructure.

• Exceptional cross-functional collaboration abilities with teams in Sales, Product, Marketing, Legal, Finance, and Channel Operations.

• Ability to navigate uncertainty in a fast-paced, high-growth environment.

• Bachelor's degree or equivalent experience.

• Willingness to travel globally as necessary.

• Proven ability to utilize AI tools to enhance productivity, streamline workflows, and support decision-making processes.

• Proficient in professional English for both customer and internal communications.

🏝️ Benefits

• Eligibility for bonus compensation.

• Commission eligibility if positioned in a sales role.

• Eligibility for equity grants.

• Health and wellness benefits.

• Vacation.

• Paid holidays.

• Refresh days.

• 401(k) retirement plan.

• Life insurance coverage.

• Disability insurance coverage.

• Additional benefits that the Company may provide from time to time.