Strategic Deal Architect

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?

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. 

Regions to be covered: the largest strategic deals across Europe.

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 Director, Deal Architect 

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 

• 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 

• Ability to travel up to 30%+ 

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