Principal Channel Sales Engineer

About the role

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 seeking a driven and technically strong Sr. Channel Sales Engineer to support and scale our partner ecosystem, including OEMs, distributors, resellers, system integrators, and strategic alliances. This role is ideal for a high-performing Sales Engineer who excels at working through partners to drive technical engagement, enablement, and revenue growth. As a Sr. Channel Sales Engineer, you will work closely with Channel Sales, Alliance teams, and partner organizations to recruit, enable, and support partners from a technical perspective. You will play a critical role in ensuring partners are effectively positioned to represent and deliver Cohesity's data security and management platform in the market. This role emphasizes partner enablement, scalable technical engagement, and the development of technical champions within the partner ecosystem, while maintaining a strong foundation in hands-on technical execution. HOW YOU'LL SPEND YOUR TIME HERE: Support and accelerate partner-driven business by enabling OEMs, distributors, resellers, SIs, and alliance partners through technical engagement and collaboration. Partner with Channel Account Managers to recruit, onboard, and technically qualify new partners, ensuring alignment with Cohesity's solutions and go-to-market strategy. Deliver structured partner enablement programs, including training sessions, workshops, demos, technical certifications, and ongoing knowledge transfer. Provide expert technical support for partner-led opportunities, including discovery, solution design, demos, and proofs of concept. Help partners independently position and sell Cohesity solutions by developing repeatable architectures, best practices, and solution playbooks. Identify and develop technical champions within partner organizations-engineers who can evangelize Cohesity solutions internally and externally, effectively acting as an extension of the SE team. Mentor and guide partner engineers to build deep expertise in Cohesity's Data Cloud portfolio, including backup, recovery, cyber resilience, and data security management. Support partner-driven deal progression by contributing to technical strategy, competitive positioning, and win strategies. Collaborate cross-functionally with Product Management, Engineering, Marketing, and Partner Enablement teams to improve partner readiness and feedback loops. Assist in scaling technical engagement through partner self-sufficiency, reducing dependency on direct SE involvement over time. Participate in joint customer engagements with partners as needed, ensuring high-quality technical delivery and customer success. WE'D LOVE TO TALK TO YOU IF YOU HAVE MANY OF THE FOLLOWING: Proven experience in Sales Engineering, Partner SE, or Solutions Consulting roles supporting channel or partner-driven business models. Demonstrated experience working with OEMs, distributors, VARs, SIs, or alliance partners in enterprise IT environments. Hands-on experience with backup, recovery, data protection, storage, or cyber resilience technologies across on-prem, hybrid, and cloud architectures. Strong understanding of partner ecosystems, including recruitment, enablement, and joint go-to-market execution. Experience delivering technical enablement programs such as training, certifications, or workshops for partner organizations. Ability to build and scale technical capabilities within partner teams, including identifying and developing technical champions. Experience supporting proofs of concept, evaluations, and partner-led technical sales cycles. Strong ability to translate complex technical architecture into partner-consumable value propositions and repeatable solutions. Knowledge of data security concepts such as ransomware resilience, immutable storage, encryption, and access controls. Familiarity with competitive technologies and strong positioning skills. Demonstrated ability to leverage AI tools to enhance productivity, streamline workflows, and support decision making Excellent communication and presentation skills, with the ability to influence both technical and business stakeholders across multiple organizations. Collaborative mindset,