Senior Federal Account Executive (IC) at Cohesity in Arlington, VA

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 a Federal Senior Account Executive to own and grow a defined territory. This is an individual contributor role for a proven seller who thrives in complex, competitive environments. You will drive net-new logo acquisition and expand accounts by positioning Cohesity as mission-critical infrastructure for cyber resilience and data security. This role requires disciplined territory planning, strong executive presence, and the ability to navigate multi-stakeholder buying groups while consistently closing large, strategic deals. HOW YOU’LL SPEND YOUR TIME HERE: Target and land strategic new logos, including competitive displacements, and deliver against an annual quota through a balanced focus on new-logo acquisition and account expansion Own a strategic territory(MPO/IC) and build multi-quarter pipeline against large-deal targets, maintaining annual and quarterly plans for top accounts that cover targets, whitespace, and executive coverage Lead discovery that reframes the customer’s security and resilience problem; build win strategies for large, competitive, multi-year cycles, and sharpen qualification on peers’ deals Build and sustain CISO and CIO relationships; orchestrate cross-functional teams on complex deals and maintain resilience through long sales cycles and competitive pursuits Build financial business cases independently, connecting Cohesity’s AI-powered data security platform to outcomes across security, resilience, compliance, and cost; structure and negotiate complex, competitive deals, including ELAs, ramps, and partner-involved structures, trading value rather than discounting Lead multi-product, platform-level deals and build security and AI into the customer’s resilience strategy; position competitively with depth in regulated verticals Own the commercial relationship and expansion plan alongside Customer Success and Renewals; step in on risk and escalations, and develop customer references and advocates Lead joint account strategies with channel partners and technology alliances Forecast large deals with high confidence, model quarter risk, and maintain territory plans and pipeline hygiene in Salesforce Be the voice of the field to Product and Marketing, mentor AEs, model effective use of tools and AI, and give enablement feedback WE’D LOVE TO TALK TO YOU IF YOU HAVE MANY OF THE FOLLOWING: Approximately 8+ years of relevant sales experience, with extensive success in a quota-carrying, customer-facing role selling complex technology solutions 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 Demonstrated experience selling into accounts with multiple stakeholders and complex sales cycles Strong knowledge of data security architectures, ransomware resilience, and the competitive landscape Experience with Cohesity solutions (DataProtect, DataHawk, SmartFiles) strongly preferred; expertise with NetBackup, Backup Exec, and InfoScale, including immutable storage, hardened media servers, ACL-based controls, and encryption Strong track record of negotiating and closing high-value contracts Executive-level communication