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.
The Strategic Deal Architect supports sales in building pipeline growth and winning more deals through commercial innovation. The role helps sales create and shape strategic opportunities and drives the deal process for sales on complex, strategic deals from inception to close, engaging customer CXO leadership teams, vertical business units and practice business heads.
Deal Architects are a highly specialized skill set. They see the whole deal and tie together the customer’s need, Cohesity’s solution, the TCO / ROI case and the commercial offer into one executive narrative. The role stays embedded with the AE and sales team through negotiation and close, partnering with and Finance / DMT / Revenue.
The role requires a successful track record of customer obsession and outcome-based selling. Successful candidates must have over 15 years of business acumen, industry and competitive knowledge, value engineering and field sales expertise.
HOW YOU’LL SPEND YOUR TIME HERE:
Help sales create and shape strategic opportunities and drive the deal process on complex, strategic deals from inception to close, staying embedded with the AE / sales team through negotiation and close
Understand the Strategic, Enterprise, Global and/or Federal businesses and their current strategies to drive ARR and TCV growth
Act as the customer’s advocate within Cohesity and champion a value-based selling approach, anchoring each pursuit to the customer’s quantified business outcomes
Lead the customer discussions that define what the customer is trying to achieve and what it is worth to them
Build the financial case for each deal: connect the customer’s desired outcomes and solution scope to TCO, ROI and risk, including the business cases that justify customer investment
Structure innovative commercial offers and a compelling customer value proposition
Align customer and Cohesity executives and co-create with the customer to speed decisions
Support strategic account planning for the accounts and deals you cover
Partner cross-functionally with Finance / DMT / Revenue to work within deal governance: approvals, quoting, pricing, accounting and compliance
Collaborate with cross-functional teams (e.g., SE, FTD, CX, etc.) to create and close business opportunities, including responses to RFIs/RFPs/EOI
Become a subject matter expert in Cohesity technology and solutions, and apply it to customers’ business processes
Individual contributor with no direct reports; reports to the Sr. Director, Global Pursuit Strategy
WE’D LOVE TO TALK TO YOU IF YOU HAVE MANY OF THE FOLLOWING:
15+ years of relevant work experience in sales management, field sales, sales strategy roles
10+ years of relevant experience or equivalent combination of education and work experience
Experience building a business around complex sales cycles and customer technical business drivers (e.g., KPIs)
Experience working as an embedded partner to AEs and sales teams through negotiation and close
Experience in strategic account planning
Track record of quantifying customer priorities and tying them to solution scope
Experience in value engineering: building deal economics models (TCO, ROI and risk) and structuring innovative commercial offers
Experience building executive narratives, including customer decks and value…