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.
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Role summary
Cohesity is seeking a Senior Director, Global Channel & Alliances Operations, to lead Revenue and Partner Program operations for the global channel business across AMER, International (Europe, Emerging Markets and APJ) and LATAM. This is a strategic leadership role supporting the acceleration of partner-led ARR growth, modernising and simplifying how partners transact with Cohesity, owning the operating model behind the Aspire Partner Program, embedding AI into core channel processes, and leading a high-performing global team that operates with rigour and discipline.
The remit spans two connected functional areas: Channel Operations — deal registration, partner master data, reporting and analytics, partner-facing systems and field operational support — and Partner Program Operations — tiering and re-levelling, onboarding, incentives and rebate management, and commercial partner policy including renewals incumbency.
What success looks like
Performance in this role is measured against the following outcomes:
Partner-led ARR growth: sustained growth in partner-sourced pipeline and ARR across all Regions and Districts.
Net revenue retention : NRR through a disciplined renewal and expansion motion.
Deal registration performance: reduced approval cycle time, reduced conflict rate, and governance held without exception creep.
Partner program integrity: accurate tiering and re-levelling, on-time incentive payment, and no unresolved policy exceptions carried quarter to quarter.
Partner data quality: greater than 95% compliance against defined partner account, hierarchy and DR classification standards.
Reporting: Key Channel Metric reporting and alignment globally
Partner and field adoption: measurable adoption of programme and process change by the partner community and by Channel Account Managers
AI-enabled process adoption: measurable adoption across deal registration, partner data management and reporting workflows.
Team capability: fully staffed, upskilled team with defined career paths and low regretted attrition.
Strategic mandate
Partner program operations
Own the end-to-end operating model for the Aspire Partner Program: tier definitions and thresholds, benefits, re-levelling cycles, and partner onboarding.
Own partner incentives operations across the incentives technology stack, including rebate and MDF/rewards processing and the Finance and procurement interfaces behind payment.
Own commercial partner policy in partnership with Legal and Finance — renewals incumbency, deal registration eligibility, conflict rules — from drafting through approval, publication and enforcement.
Run annual and mid-year program releases as structured launches: requirements, systems readiness, policy sign-off, partner and field communications, and post-launch measurement.
Act as the escalation and arbitration point for programme and partner policy application, holding the line where field or partner pressure argues for exception.
Channel operations and process simplification
Own the deal registration process end to end: registration experience, approval SLAs, conflict detection, and DR classification governance.
Lead a simplification agenda across the partner transaction experience
Set the channel requirements roadmap for Salesforce and the PRM/partner…