Senior Channel Sales Engineer | NY or Boston Area

Overview

Senior Channel Sales Engineer who owns the technical relationship with assigned strategic partners and drives technical preference for Cohesity's data security and management platform, working alongside Channel Account Managers, Account Executives and field SEs.

What you'll do

• 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.
• Translate Cohesity's Data Cloud portfolio (backup, recovery, cyber resilience, and data security management) into partner-led revenue motions and services plays.
• 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.

What you'll need

• 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.
• 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.
• 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.

Nice to have

• Familiarity with competitive technologies and an interest in developing competitive positioning skills.
• Industry certifications in cloud, data or adjacent technologies.

Details

• Location: Boston Metro Area, Massachusetts, USA (Remote).
• Travel approximately 50% of the time.
• In-office expectation: employees within a reasonable commute (about 45 minutes average travel time) work out of core offices 2-3 days a week of their choosing; candidates located in or near the designated job location are strongly preferred, and candidates outside the area should be committed to relocating before their start date and have the legal right to work in the job location.
• Pay range: $186,200.00-$232,750.00 per year; may also be eligible for bonus, commission (OTE for commission-based roles) and/or equity.