Global Pursuit Strategic Deal Architect

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 propositions

- Track record of aligning customer and Cohesity executives and co-creating with customers to speed decisions

- Working knowledge of deal governance: approvals, quoting, pricing, accounting and compliance

- Experience partnering cross-functionally with Finance / DMT / Revenue

- Experience architecting technical solutions

- Strong business acumen combined with a deep understanding of infrastructure technologies and a broad understanding of file systems and storage technologies

- Experience with Digital, Data Management, Storage Networking, Hyper Converged, Information Security and Compliance technologies

- Advanced presentation skills and experience presenting in front of audiences

- Track record of earning trust with stakeholders in organizations

- Track record of play to win and adaptive attitude: learns new businesses and systems at a very fast pace and finds solutions to high-impact, ambiguous business problems

- Degree in Business, Finance, Economics, Information Systems, Computer Science, Instructional Technology, Technical Training or relevant field a plus

- Demonstrated ability to leverage AI tools to enhance productivity, streamline workflows, and support decision making.

- Professional English language proficiency for customer and internal communication.

- Ability to travel up to 30%+

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Disclosure Pursuant to Applicable State Equal Pay Transparency Laws - This position has a starting pay range as listed below. Actual salary depends upon many factors, including a candidate’s skills, qualifications and experience, location, and salary expectations, and therefore a starting salary at the low end, high end, or even above the stated range may be offered. This position may also be eligible for bonus compensation, commission (if in a sales function), and/or equity grants. Additionally, full-time employees are eligible to participate in our comprehensive benefits framework, including health and wellness benefits, vacation, paid holidays and refresh days, 401(k) retirement plan, life and disability insurance coverages, and other benefits the Company may offer from time to time.

Pay Range :

$311,400.00-$346,000.00
The compensation noted above is based on an annualized hourly rate assuming normal full-time employment.

Current pay transparency shows the OTE (On-Target Earnings) for commission-based roles.

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Equal Employment Opportunity Employer (EEOE)

Cohesity is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status or any other category protected by law.

If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at 1-855-9COHESITY or recruiting@cohesity.com for assistance.

In-Office Expectations

Cohesity employees who are within a reasonable commute (e.g. within a forty-five (45) minute average travel time) work out of our core offices 2-3 days a week of their choosing.

We strongly prefer candidates who are currently located in or near the designated job location. Candidates outside the area should apply only if they are committed to relocating prior to their start date and have the legal right to work in the job location.