Description:
The role requires a person with a successful track record of value-based selling strategies, business development, collaborative account planning, management, and multi-functional solid team engagement expertise. They will have 15+ years of demonstrated expertise in leading a book of opportunities from qualification to contract award, including business discovery, strategic prospecting, solution development, alliance strategies, consulting engagements, channel partnerships, and complex multi-year multi-cloud pricing strategies.
Cohesity is delivering the next generation of digital transformation. We believe that simplicity is the foundation of modern data management. Our mission is to radically simplify how organizations manage and secure their data and unlock limitless value.
How You Will Spend Your Time Here
- Be the primary Cohesity business value advocate on behalf of the company to ensure every project includes a robust positive business impact for the client.
- Work directly with Cohesity account teams, their executive clients, and various multi-functional domain experts, developing winning sales strategies, client by client, and implementing those strategies to drive revenue growth.
- Quantify business value in percentages, hours, and dollars, typically in the form of a return on investment, TCO, or related business impact enabled by the proposed solution, and build the resulting content prepared for client executive selling engagements.
- Have a solid understanding of large enterprise and global business issues and related challenges, successfully mapping Cohesity enabling use cases and how we address the business challenges with our technology solutions.
- Collaborate with Cohesity account teams responding to RFIs, RFPs, and EOIs.
- Collaborate with channels and alliance teams to drive Cohesity business value awareness, growing programmatic scale, solution adoption, and revenue growth.
- Collaborate with marketing and sales enablement teams to drive Cohesity business value strategies into how the solutions are trained and presented.
- Clearly articulate the business benefits of Cohesity solutions at all levels, the primary line of business leaders, business directors, technical directors, and "C" level executives working with top-name global brand clients and target customers.
- Design, develop, and lead technical selling artifacts aligned to Cohesity use cases that deliver strong business impact as part of executive-level return on investment value selling methods.
- Cross-group partnership, providing team members with the needed technical business value information to encourage and fuel innovative and differentiated value selling strategies.
- Reporting to the Global Director Pursuit Team, under the VP of Elevate Enablement, part of the company's WWFO sales organization.