Services Sales Specialist

cohesity | Data security

1h 8m ago

On-site

Full Time

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?

We are hiring Services Sales Specialist to launch the new post-sales selling motion within Global Professional Services. The role will partner closely with Sales, Customer Success, Partners and PS Delivery to attach the right post-sales services to accelerate customer adoption of the Cohesity platform, and drive measurable ARR uplift through value realised at every stage of the customer journey. As the first hires into the global Services Sales function, you will help shape how Cohesity sells services going forward across the EMEA region. This includes which offerings get prioritised, how attach is measured, and how PS partners with the broader commercial organisation. This position is an integral part of the sales cycle, collaborating with the Account teams especially in large and complex engagement, to expand the content and depth of Cohesity services.

HOW YOU'LL SPEND YOUR TIME HERE:

PS attach across EMEA. You are the commercial owner of services from RFP and initial deal scoping through close and into renewal.
Services scoping and proposals. You partner with Account Executives, Solutions Engineers, and PS Architects, and Delivery Governance Leads to scope the right professional services engagement and validate delivery assumptions and feasibility before close, for each customer, using the productized SKU portfolio or creating custom requirements as applicable.
Commercial discipline on services pricing and discounting. You ensure services pricing reflects the value delivered, that discounts are applied with discipline, and that service credits are deployed only against defined success plans — not as concessionary throw-ins.
Customer journey alignment. You map professional services to the customer's journey — initial deployment, ongoing optimisation, strategic advisory — and ensure the right offerings are positioned at the right moment.
Partner-led services orchestration. Where appropriate, you orchestrate with the partner ecosystem to deliver services through certified partners — ensuring the right delivery path for each customer, the right margin economics for Cohesity, and the right experience for the end customer.
Pipeline management and forecasting. You manage your services pipeline in Salesforce with rigour, forecast accurately, and provide weekly visibility to Sales and PS leadership.
Voice of the customer. You are a primary commercial channel for what offerings customers actually want — feeding back to Services Product Management and PS leadership on portfolio gaps, pricing friction, and competitive dynamics.

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

8+ years in enterprise technology sales, with significant time selling professional services, software services, or solution-based engagements at scale to F1000 customers.
Proven services-led seller or services-attached commercial role — selling complex, multi-stakeholder engagements where services value had to be articulated, scoped, and priced credibly.
Deep understanding of data protection, backup/recovery, cyber resilience, or infrastructure modernisation. You can speak the customer's technical language and partner credibly with SEs and architects on the technical and commercial dimensions of a deal.
Strong AE partnership track record. You know how to build trust with sellers who own the customer relationship, complement rather than compete with them, and drive joint outcomes that neither side could achieve alone.
Commercial discipline. You understand services unit economics — margin, utilisation, scoping risk, comp structure — and use that fluency to scope deals correctly and avoid concessionary outcomes that erode profitability.
Comfort with productized offerings AND custom solutions. You can sell off-the-shelf SKUs at scale and shape larger custom engagements when the strategic moment requires it — and know the difference.
Executive presence. You can engage at different levels of the customer stakeholders spanning Infrastructure, and Security leadership with the same fluency you bring to a deal-review with the regional sales lead.
Bias for action and ownership. You operate at the intersection of Sales, PS, CS, and Partner — and you drive outcomes without owning every function.

We are looking for someone who has built and run this kind of motion — not someone who has theorized about it.

PREFERRED QUALIFICATIONS:

Experience with Cohesity or comparable data management and cyber-resilience platforms.
Background in services-led selling motions including productized SKUs, retainer/subscription services, and outcome-based commercials.
Familiarity with services attach as a measured commercial discipline (TSIA frameworks, attach-rate benchmarks, services-led GTM models).
Experience as a foundational hire in a new commercial function — including helping shape playbooks, comp plans, and operating norms.
Salesforce-driven pipeline management and forecasting; comfort operating in a high-rigour commercial cadence.
Experience with ELAs, renewal-driven commercials, and multi-year modernisation commitments.
MBA or advanced degree welcomed but not required — we value builders over credentials.

Professional Services is the team that turns Cohesity adoption into accelerated customer outcomes — at scale. The Services Sales function is the commercial engine that connects our offerings to the customers who will benefit most.

#LI-MS2

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Required Skills

salesforce

Required Languages

🇬🇧 English

HOW YOU'LL SPEND YOUR TIME HERE:

PS attach across EMEA. You are the commercial owner of services from RFP and initial deal scoping through close and into renewal.

Services scoping and proposals. You partner with Account Executives, Solutions Engineers, and PS Architects, and Delivery Governance Leads to scope the right professional services engagement and validate delivery assumptions and feasibility before close, for each customer, using the productized SKU portfolio or creating custom requirements as applicable.

Commercial discipline on services pricing and discounting. You ensure services pricing reflects the value delivered, that discounts are applied with discipline, and that service credits are deployed only against defined success plans — not as concessionary throw-ins.

Customer journey alignment. You map professional services to the customer's journey — initial deployment, ongoing optimisation, strategic advisory — and ensure the right offerings are positioned at the right moment.

Partner-led services orchestration. Where appropriate, you orchestrate with the partner ecosystem to deliver services through certified partners — ensuring the right delivery path for each customer, the right margin economics for Cohesity, and the right experience for the end customer.

Pipeline management and forecasting. You manage your services pipeline in Salesforce with rigour, forecast accurately, and provide weekly visibility to Sales and PS leadership.

Voice of the customer. You are a primary commercial channel for what offerings customers actually want — feeding back to Services Product Management and PS leadership on portfolio gaps, pricing friction, and competitive dynamics.

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

8+ years in enterprise technology sales, with significant time selling professional services, software services, or solution-based engagements at scale to F1000 customers.

Proven services-led seller or services-attached commercial role — selling complex, multi-stakeholder engagements where services value had to be articulated, scoped, and priced credibly.

Deep understanding of data protection, backup/recovery, cyber resilience, or infrastructure modernisation. You can speak the customer's technical language and partner credibly with SEs and architects on the technical and commercial dimensions of a deal.

Strong AE partnership track record. You know how to build trust with sellers who own the customer relationship, complement rather than compete with them, and drive joint outcomes that neither side could achieve alone.

Commercial discipline. You understand services unit economics — margin, utilisation, scoping risk, comp structure — and use that fluency to scope deals correctly and avoid concessionary outcomes that erode profitability.

Comfort with productized offerings AND custom solutions. You can sell off-the-shelf SKUs at scale and shape larger custom engagements when the strategic moment requires it — and know the difference.

Executive presence. You can engage at different levels of the customer stakeholders spanning Infrastructure, and Security leadership with the same fluency you bring to a deal-review with the regional sales lead.

Bias for action and ownership. You operate at the intersection of Sales, PS, CS, and Partner — and you drive outcomes without owning every function.

PREFERRED QUALIFICATIONS:

Services Sales Specialist

HOW YOU'LL SPEND YOUR TIME HERE:

PS attach across EMEA. You are the commercial owner of services from RFP and initial deal scoping through close and into renewal.

Commercial discipline on services pricing and discounting. You ensure services pricing reflects the value delivered, that discounts are applied with discipline, and that service credits are deployed only against defined success plans — not as concessionary throw-ins.

Customer journey alignment. You map professional services to the customer's journey — initial deployment, ongoing optimisation, strategic advisory — and ensure the right offerings are positioned at the right moment.

Partner-led services orchestration. Where appropriate, you orchestrate with the partner ecosystem to deliver services through certified partners — ensuring the right delivery path for each customer, the right margin economics for Cohesity, and the right experience for the end customer.

Pipeline management and forecasting. You manage your services pipeline in Salesforce with rigour, forecast accurately, and provide weekly visibility to Sales and PS leadership.

Voice of the customer. You are a primary commercial channel for what offerings customers actually want — feeding back to Services Product Management and PS leadership on portfolio gaps, pricing friction, and competitive dynamics.

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

8+ years in enterprise technology sales, with significant time selling professional services, software services, or solution-based engagements at scale to F1000 customers.

Proven services-led seller or services-attached commercial role — selling complex, multi-stakeholder engagements where services value had to be articulated, scoped, and priced credibly.

Deep understanding of data protection, backup/recovery, cyber resilience, or infrastructure modernisation. You can speak the customer's technical language and partner credibly with SEs and architects on the technical and commercial dimensions of a deal.

Strong AE partnership track record. You know how to build trust with sellers who own the customer relationship, complement rather than compete with them, and drive joint outcomes that neither side could achieve alone.

Commercial discipline. You understand services unit economics — margin, utilisation, scoping risk, comp structure — and use that fluency to scope deals correctly and avoid concessionary outcomes that erode profitability.

Comfort with productized offerings AND custom solutions. You can sell off-the-shelf SKUs at scale and shape larger custom engagements when the strategic moment requires it — and know the difference.

Executive presence. You can engage at different levels of the customer stakeholders spanning Infrastructure, and Security leadership with the same fluency you bring to a deal-review with the regional sales lead.

Bias for action and ownership. You operate at the intersection of Sales, PS, CS, and Partner — and you drive outcomes without owning every function.

We are looking for someone who has built and run this kind of motion — not someone who has theorized about it.

PREFERRED QUALIFICATIONS:

Experience with Cohesity or comparable data management and cyber-resilience platforms.

Background in services-led selling motions including productized SKUs, retainer/subscription services, and outcome-based commercials.

Familiarity with services attach as a measured commercial discipline (TSIA frameworks, attach-rate benchmarks, services-led GTM models).

Experience as a foundational hire in a new commercial function — including helping shape playbooks, comp plans, and operating norms.

Salesforce-driven pipeline management and forecasting; comfort operating in a high-rigour commercial cadence.

Experience with ELAs, renewal-driven commercials, and multi-year modernisation commitments.

MBA or advanced degree welcomed but not required — we value builders over credentials.

Professional Services is the team that turns Cohesity adoption into accelerated customer outcomes — at scale. The Services Sales function is the commercial engine that connects our offerings to the customers who will benefit most.

#LI-MS2

Required Skills

Required Languages