Federal Account Executive - Army at Cohesity in Washington, DC

Job description

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. We’re seeking an Federal Account Executive (Army) to own and grow a defined territory. This is an active, hands-on sales role where you’ll self-source pipeline, win new logos, and expand existing accounts. You’ll work in one of the most mission-critical categories in enterprise technology — data security and AI-powered resilience — selling the full Cohesity portfolio to complex, multi-stakeholder customers. HOW YOU’LL SPEND YOUR TIME HERE: Self-source the majority of your new-customer pipeline and own new-logo deals through close, alongside account expansion Own your territory plan, building annual and quarterly account plans for top accounts Run discovery independently across multiple stakeholders; qualify rigorously, disqualify early, and build and execute deal strategy for multi-stakeholder cycles Engage VP-level security and IT leaders independently and multithread your accounts; partner effectively with Sales Engineers, Marketing, Customer Experience, Product, and Deal Desk, and communicate blockers early Build business cases with SE input; structure multi-year and multi-product deals and negotiate terms, finding creative options to close within standard frameworks Sell the full portfolio across data protection, cyber resilience, security, and AI, and identify and drive cross-sell independently; align solutions to security frameworks and compliance requirements across multiple industries Partner with Customer Success and Renewals on adoption and value realization; identify and drive expansion in owned accounts, and secure customer references where earned Co-sell with channel partners and technology alliances (including NVIDIA, IBM, HPE, and AWS) and drive partner-sourced pipeline Own forecast accuracy for your book and maintain pipeline hygiene in Salesforce Share repeatable plays, informally mentor newer AEs, and stay current on product, competitive, and sales-process enablement, applying it to your deals WE’D LOVE TO TALK TO YOU IF YOU HAVE MANY OF THE FOLLOWING: Approximately 5+ years of relevant sales experience, ideally selling enterprise technology across infrastructure, SaaS, or adjacent markets Demonstrated experience selling into and partnering with Information Security / Cybersecurity teams, with a strong understanding of enterprise security frameworks, compliance standards, and the ability to align solutions to customer security and risk requirements A customer-focused mindset and strong interest in cybersecurity and data protection, especially ransomware and recovery Working knowledge of data security and backup technologies, and of security frameworks and compliance across multiple industries Demonstrated success landing net-new customers and growing existing accounts Familiarity with Cohesity solutions (DataProtect, DataHawk, SmartFiles) is a plus; exposure to NetBackup, Backup Exec, or InfoScale is helpful but not required Experience working with channel partners and co-selling Strong communication skills, including presenting to VP-level customer and internal audiences Proficiency with the sales stack (Salesforce, forecasting tools) and demonstrated use of AI tools to improve productivity, organization, and sales effectiveness Bachelor’s degree in Business or a related field, or equivalent experience Professional English languag