Head of Distribution, Europe & Emerging

Cohesity is the leader in AI-powered data security. Over 13,600 enterprise customers, including over 85 of the Fortune 100 and nearly 70% of the Global 500, rely on Cohesity to strengthen their resilience while providing Gen AI insights into their vast amounts of data. Formed from the combination of Cohesity with Veritas’ enterprise data protection business, the company’s solutions secure and protect data on-premises, in the cloud, and at the edge. Backed by NVIDIA, IBM, HPE, Cisco, AWS, Google Cloud, and others, Cohesity is headquartered in Santa Clara, CA, with offices around the globe.  
We’ve been named a Leader by multiple analyst firms and have been globally recognized for Innovation, Product Strength, and Simplicity in Design , and our culture. 
Want to join the leader in AI-powered data security? 

Cohesity is looking for a Director, Europe and Emerging Distribution to lead our distribution strategy and team across Europe and the region's emerging markets. This is a senior leadership role responsible for building and scaling a high-performing distribution organization, elevating our distributor relationships across a diverse set of mature and emerging markets into strategic growth engines, and driving growth in the Disti-Managed Partner segment. The Director will set the vision for Distributor Growth Plans across multiple markets, lead a team of Distribution Managers, and partner closely with regional sales, channel, and marketing leadership to execute global sales plays such as Cyber Up, Identity Resilience, and better-together plays with our Security Alliance partners.

HOW YOU'LL SPEND YOUR TIME HERE:

● Setting and owning the overall Europe and Emerging distribution strategy, in partnership with regional sales, channel, and marketing leadership.

● Leading, coaching, and growing a team of Distribution Managers across Europe and Emerging markets — setting goals, developing talent, and building bench strength.

● Owning executive-level relationships with senior leadership at key distributors across the region, setting the tone and cadence for a strategic, multi-year partnership.

● Building and governing multi-market Distributor Growth Plans, and holding both internal teams and distributor partners accountable to committed targets.

● Representing Europe and Emerging distribution in worldwide planning cycles, and shaping global distribution strategy and policy on behalf of the region.

● Owning Disti-Development Fund (DDF) investment strategy across Europe and Emerging, ensuring ROI-driven allocation against global sales plays such as Cyber Up, Identity Resilience, and Security Alliance joint plays.

● Leading quarterly and annual business reviews with distributor executives, and translating results into clear, actionable plans.

● Driving partner onboarding, enablement, and activation programs at scale across mature European markets and emerging markets alike.

● Extending proven distribution models (e.g., dedicated technical/field resourcing) from established markets into underserved and emerging markets across the region.

● Partnering with WWFO to promote frictionless, compliant transaction processing for multi-country orders.

● Sponsoring cross-functional, worldwide transformation initiatives on behalf of Europe and Emerging distribution.

● Championing adoption of our configuration and quote process, and proactive renewals motions, across the distributor base.

● Modeling and promoting the use of AI tools across the team to enhance productivity, streamline workflows, and support decision-making.

WE'D LOVE TO TALK TO YOU IF YOU HAVE MANY OF THE FOLLOWING:

● 10+ years of experience in distribution or channel roles, including several years in a people-leadership capacity.

● Proven track record building and leading distribution or channel teams across multiple countries or a multi-country region.

● Deep experience managing senior, executive-level relationships with global or regional distributors.

● Familiarity with the MITC (Meet in the Channel) solution-selling model.

● Experience setting up, scaling, and governing growth-oriented distribution relationships across Europe and Emerging market(s), including markets at earlier stages of maturity.

● A track record of translating distribution strategy into measurable revenue growth.

● Strong executive presence and communication skills, with comfort presenting to senior internal and partner leadership.

● Skill in influencing senior cross-functional stakeholders and driving results through teams that don't report directly.

● Experience owning budget and investment decisions (e.g., MDF/DDF) and demonstrating ROI to leadership.

● A coaching mindset, with experience developing individual contributors into future leaders.

● Comfort operating in ambiguity, balancing long-term strategic initiatives with quarter-end tactical execution across a diverse, multi-market region.

● Deep knowledge of value offerings through distribution, with the ability to drive alignment and leverage distribution programs for the benefit of Cohesity, partners, and customers.

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