Director, Strategic Partner Business Development – Practice Creation

Cohesity

Cohesity director scaling partner practices and revenue across data security ecosystems. Leading global BD, GTM, GSI, MSP, and OEM partner initiatives.

Posted 8/17/2026full-timeRemote • Ohio • 🇺🇸 United StatesLead💰 $259,080 - $323,850 per yearWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in channel and partner business development, with a strong focus on building and scaling partner practices and service offerings that drive measurable revenue. Proven ability to lead cross-regional teams and engage with senior leadership to advocate for business cases and strategic initiatives.

Highest-signal resume keywords

Channel Business DevelopmentPartner Practice CreationCross-Functional CollaborationExecutive PresenceGTM Strategy

ATS Keywords

Tailor your resume

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills

Partner Business DevelopmentGTM MotionsRevenue GrowthBusiness Case DevelopmentPartner Ecosystem ManagementService Offering DevelopmentData ManagementCloud InfrastructureSpecialization DefinitionPipeline Impact Measurement

Soft Skills

People LeadershipCollaboration SkillsComfort with Ambiguity

Tools & Technologies

AI Tools

Certifications & Qualifications

Bachelor's Degree

Industry Keywords

GSIMSPOEMResellerSalesMarketingChannel OperationsFinanceLegalHigh-Growth Environment

Tech Stack

Tools & technologies

Cloud

About the role

Key responsibilities & impact

Own the team charter, priorities, and roadmap; set direction and secure executive alignment across Sales, Channel, Product, and Marketing leadership
Lead, coach, and develop a team of two Practice-Creation and BD specialists across the Americas and international regions
Build and scale the partner Practice-Creation model, defining Specializations, partner benefits, enablement, and value messaging
Directly support GSI and MSP leadership, driving complex BD and GTM motions that grow partner-sourced and partner-influenced pipeline, ARR, and bookings
Own complex BD and GTM for embedded and technology OEM partners and opportunities globally
Champion partner adoption directly and through Channel Development Managers and Cohesity field teams
Partner with the VP, MSP & Services Creation to develop new service offerings and bring them to market
Drive cross-functional engagement to remove barriers, operationalize incentives and programs, and ensure opportunity-level tracking and reporting
Build business cases for partner investments, quantify expected cost, return, and growth targets, and represent them to senior leadership
Deliver measurable growth in partner-sourced and partner-influenced ARR
Establish a repeatable Practice-Creation model with defined Specializations live in AMS and INTL
Bring Partner Services offerings to market with quantifiable pipeline impact

Requirements

What you’ll need

10+ years in channel, alliances, partner business development, or GTM strategy
Significant experience across Reseller, GSI, MSP, and/or OEM ecosystems
Proven track record building and scaling partner practices, Specializations, or service offerings that drive measurable revenue
Experience leading and developing distributed cross-regional teams; people leadership required
Strong executive presence and ability to build and defend a business case with senior leadership
Deep understanding of complex BD and GTM motions in enterprise software or data management / cloud infrastructure
Excellent cross-functional collaboration skills across Sales, Product, Marketing, Legal, Finance, and Channel Operations
Comfort operating with ambiguity in a fast-moving, high-growth environment
Bachelor's degree or equivalent experience
Willingness to travel globally as needed
Demonstrated ability to leverage AI tools to enhance productivity, streamline workflows, and support decision making
Professional English language proficiency for customer and internal communication

Benefits

Comp & perks

Bonus compensation eligibility
Commission eligibility if in a sales function
Equity grants eligibility
Health and wellness benefits
Vacation
Paid holidays
Refresh days
401(k) retirement plan
Life insurance coverage
Disability insurance coverage
Other benefits the Company may offer from time to time