Senior Channel Sales Engineer

Senior Channel Sales Engineer

Cohesity is a leader in AI-powered data security and management. Aided by an extensive ecosystem of partners, Cohesity makes it easy to secure, protect, manage, and get value from data across the data center, edge, and cloud. Cohesity helps organizations defend against cybersecurity threats with comprehensive data security and management capabilities, including immutable backup snapshots, AI-based threat detection, monitoring for malicious behavior, and rapid recovery at scale. We've been named a Leader by multiple analyst firms and have been globally recognized for Innovation, Product Strength, and Simplicity in Design. Join us on our mission to shape the future of our industry.

We are seeking a driven and technically strong Senior Channel Sales Engineer to build deep technical relationships with strategic partners and drive technical preference for Cohesity's modern data security and management platform. This role is suited for a high-performing Sales Engineer who is building depth across security, data protection, and cloud technologies while expanding their ability to influence partner behavior without direct authority.

As a Senior Channel Sales Engineer, you will own the technical relationship with assigned partners, working alongside Channel Account Managers, Account Executives, and field SEs. You will engage partner SEs, practice leaders, and technical executives, and orchestrate the connections between those partner stakeholders and the right Cohesity resources. Your success is measured by whether partners choose to lead with Cohesity and can position it confidently without you in the room.

This role emphasizes relationship ownership, enablement quality, and execution discipline. You will take on growing ownership of partner-level technical strategy, with guidance and support from senior SEs and leadership. Expect to travel approximately 50% of the time for partner meetings, enablement sessions, and events.

How You'll Spend Your Time Here:

• Build and sustain trusted technical relationships with partner SEs, practice leaders, and technical executives, with the goal of making Cohesity the partner's preferred platform for data security and resilience.
• Drive technical partner preference by moving partner SEs from awareness to confident, independent positioning of Cohesity in their own accounts.
• Deliver technical enablement that sticks, including workshops, demos, hands-on labs, certification pathways, and competitive positioning sessions tied to the partner's revenue and services opportunities.
• Orchestrate relationships across Cohesity and the partner, connecting partner SEs and executives with Channel Account Managers, Account Executives, field SEs, Product Management, Engineering, and Support so the right people are engaged at the right time.
• Translate Cohesity's Data Cloud portfolio (backup, recovery, cyber resilience, and data security management) into partner-led revenue motions and services plays that make commercial sense for the partner.
• Run a consistent engagement cadence with assigned partners, tracking technical engagement, certification, and readiness, and holding both sides accountable to the plan.
• Equip partners to position Cohesity against incumbent and emerging vendors by understanding how they sell and where they are exposed.
• Partner with field SEs and Account Executives to hand off active opportunities, while coaching partners to lead technical conversations in the accounts they own.
• Relay partner feedback and technical friction points to Product Management, Engineering, and Support, and close the loop with partners on outcomes.

We'd Love to Talk to You If You Have Many of the Following:

• Proven experience in pre-sales Sales Engineering or Solutions Consulting supporting infrastructure, data protection, security, or cloud platforms, ideally within a channel, reseller, distributor, or partner-facing capacity.
• Hands-on experience with backup, recovery, data protection, storage, or cyber resilience technologies across on-prem, hybrid, and cloud architectures.
• Working knowledge of data security concepts, including ransomware resilience, immutable storage, encryption, and access controls.
• Familiarity with competitive technologies and an interest in developing competitive positioning skills.
• Experience designing and delivering technical enablement, such as workshops, labs, or training programs, that changes how an audience sells or builds.
• Demonstrated ability to build trust and influence behavior across organizations without direct authority.
• Understanding of how resellers, VARs, distributors, and service providers make money, and how that shapes which solutions they choose to lead with.
• Ability to translate technical architecture into clear partner value and business outcomes.
• Experience working alongside Account Executives and Channel Account Managers in matrixed, multi-stakeholder environments.
• Demonstrated ability to leverage AI tools to enhance productivity, streamline workflows, and support decision making.
• Strong communication and presentation skills, able to convey technical concepts to partner executives, partner SEs, and field audiences.
• Execution discipline, including the ability to manage cadence, track engagement, and drive follow-through across multiple partners.
• Bachelor's degree in Computer Science, Engineering, Mathematics, or equivalent practical experience.
• Industry certifications in cloud, data, or adjacent technologies are a plus.
• Must have English language proficiency (able to interact fluently when speaking, reading, and writing in a professional setting).
• Ability and willingness to travel approximately 50% of the time, including partner sites, regional events, and Cohesity internal meetings.