Channel Sales Engineer - Federal

The Channel Sales Engineer (SE) is a partner-facing technical sales professional responsible for enabling channel partners to successfully position, sell, and implement Cohesity solutions. The role combines:

• Pre-sales technical consulting
• Partner enablement and training
• Solution architecture
• Proof of Concept (POC) leadership
• Strategic customer engagement
• Product feedback and field advocacy

The position serves as the bridge between Cohesity, its channel ecosystem, and end customers.

HOW YOU’LL SPEND YOUR TIME HERE

• Build and strengthen technical relationships with channel partners, enabling them to successfully position, demonstrate, and implement Cohesity solutions.
• Drive technical wins by uncovering customer business challenges, conducting discovery, and aligning Cohesity solutions to customer requirements.
• Deliver compelling product demonstrations, workshops, architecture reviews, and executive briefings that communicate both technical capabilities and business value.
• Design and lead Proof of Concepts (POCs), evaluations, and validation activities that showcase the value of Cohesity's cyber resilience and data security portfolio.
• Collaborate with Account Executives, channel partners, and customers to develop solution strategies that accelerate opportunities and drive revenue growth.
• Act as a trusted technical advisor to customers and partners, providing guidance on data protection, cyber recovery, cloud, virtualization, and hybrid infrastructure architectures.
• Advocate for customers by partnering with Product Management and Engineering teams, conveying field feedback, feature requests, competitive insights, and market trends.
• Support customers throughout the sales lifecycle, including planning, implementation guidance, and post-sales technical engagement as needed.
• Develop and execute partner enablement plans that increase technical proficiency and help partners independently position and sell Cohesity solutions.

WE'D LOVE TO TALK TO YOU IF YOU HAVE MANY OF THE FOLLOWING

• Experience working with channel partners, VARs, systems integrators, distributors, MSPs, or strategic technology alliances.
• Strong technical expertise in enterprise infrastructure, data protection, storage, cybersecurity, virtualization, cloud platforms, and hybrid cloud architectures.
• Demonstrated success designing and leading technical evaluations, Proof of Concepts (POCs), Proof of Value (POVs), or pilot deployments.
• Experience selling, architecting, or implementing enterprise software, cloud platforms, infrastructure solutions, or data management technologies.
• Exceptional presentation and communication skills, with the ability to engage both technical practitioners and executive decision-makers.
• Proven ability to conduct discovery sessions, identify customer business requirements, and translate them into technical solution designs.
• Strong relationship-building skills with customers, partners, sales teams, and cross-functional stakeholders.
• Experience communicating business value, differentiating against competitors, and supporting complex enterprise sales cycles.
• Self-motivated and capable of operating independently in a remote, fast-paced, high-growth environment.
• Bachelor's degree in Computer Science, Engineering, Information Technology, or a related field, or equivalent hands-on industry experience.
• Willingness to travel as needed to support customer engagements, partner enablement activities, and strategic business initiatives.

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