Director, Partner Enablement

Role Overview

• Design and own the global partner enablement strategy, covering all partner types (resellers, distributors, managed service providers) and all partner seller roles (business sellers and technical sellers)
• Adapt Cohesity’s internal Command of the Message framework, discovery frameworks, objection handling guides, and competitive positioning into partner-ready assets that travel through indirect routes to market
• Build partner-specific learning paths and certification programs that align to Cohesity’s Cyber Resilience and AI portfolio, enabling partner sellers to have differentiated, value-based conversations with customers
• Design technical seller enablement for partner systems engineers, covering solution positioning, proof-of-concept guidance, and technical discovery aligned to Cohesity’s DataProtect, FortKnox, DSPM, and AI platform offerings
• Partner closely with Channel leadership, Product Marketing, and the broader Enablement team to ensure partner content reflects current GTM messaging, competitive intelligence, and product positioning
• Lead partner SKO sessions, virtual training events, bootcamps, and on-demand content programs — translating GTM strategy into field-ready partner execution
• Define measurement frameworks and instrumentation to track partner enablement adoption, certification completion, and business impact — including partner-sourced pipeline, win rates, and deal velocity
• Serve as a trusted advisor to Channel leadership, Enablement stakeholders, and senior GTM executives, communicating partner readiness status and investment rationale clearly and confidently

Requirements

• 10+ years of progressive experience in sales enablement, partner enablement, or channel program design within enterprise SaaS or cybersecurity organizations, with at least 3 years at the director level or equivalent
• Deep familiarity with indirect channel motions — reseller, distributor, and MSP partner ecosystems — and how to design enablement programs that land through those routes to market
• Demonstrated ability to build and scale both business seller and technical seller enablement programs for partner audiences, including role-based learning paths, certification frameworks, and technical readiness programs
• Hands-on experience deploying structured sales methodologies (Command of the Message, MEDDPICC, Value Selling, or equivalent) across partner organizations, with proven adoption and business impact
• Strong background in cybersecurity or data protection domains, with sufficient technical depth to build credible enablement for partner systems engineers and solution architects
• Proven record designing and facilitating global partner training events, SKOs, and certification programs across geographically dispersed audiences (AMER, EMEA, APJ)
• Experience evaluating and deploying AI-powered enablement technologies — including coaching automation, content personalization, and learning management platforms — to drive partner productivity and scale
• Strong executive presence and stakeholder management skills, with the ability to influence CRO, CMO, and Channel leadership through clear communication, data, and sound program design
• Demonstrated ability to measure enablement impact against business outcomes — partner-sourced pipeline, ramp-to-quota, win rates, and deal velocity — not just training completion rates
• Experience building partner enablement in a high-growth, rapidly evolving product environment where message discipline and field-readiness speed are competitive differentiators
• Must have English language proficiency. Can interact with a degree of fluency when speaking, reading, and writing in a professional and specialized setting.

Tech Stack

• Cyber Security

Benefits

• Health and wellness benefits
• Vacation
• Paid holidays and refresh days
• 401(k) retirement plan
• Life and disability insurance coverages
• Other benefits the Company may offer from time to time