Cohesity

• Drive new customer and expansion opportunities by articulating Cohesity’s Data Cloud portfolio—backup, recovery, cyber resilience, and data security management capabilities to business and technical audiences. • Provide expert, tailored technical support throughout the sales cycle, including discovery, solution design, demos, and proofs of concept. • Support technical strategy for enterprise opportunities in partnership with the Account Executive, contributing to deal progression and win strategy. • Enable customers to integrate Cohesity products into existing production environments, responding to technical requests in a timely and professional manner. • Lead and support technical engagements such as product demonstrations, workshops, white papers, proposals, and evaluations. • Identify customer requirements and risk areas, helping shape proofs of concept that highlight Cohesity’s value in cyber resilience and data security. • Assist with competitive displacement conversations by understanding customer environments and positioning Cohesity effectively. • Collaborate cross ‑ functionally with Product Management, Engineering, and Support to relay customer feedback and contribute to product improvements. • Provide post ‑ sales technical assistance or project support when needed to ensure successful outcomes and customer satisfaction.

• The Cohesity Technical Account Manager (TAM) Service helps ensure enterprise customers get the highest possible value from their Cohesity investment. • The Cohesity TAM leads all aspects of the post-sales customer experience including technical issues and customer adoption to grow accounts. • Demonstrates deep understanding of the customer’s organization, industry, and business to build trust and drive product adoption. • Proactively showcases Cohesity’s features and services to anticipate customer needs and improve utilization. • Identifies upsell opportunities by staying informed about developments in the customer’s environment. • Offers technical guidance on appropriate release strategies and deployment models. • Onboards new customers and serves as an early-stage educator for client representatives. • Builds relationships between customers and Cohesity support teams to ensure smooth collaboration. • Independently resolves complex customer issues and engages cross-functional teams when needed. • Investigates customer needs using tools such as surveys and reviews, and advocates for those needs internally. • Collaborates with solution architects, product managers, and other technical experts to resolve complex scenarios. • Owns and tracks the customer roadmap, ensuring strategic goals are aligned and delivered. • Develops and manages Get Well Plans, acting as a central coordinator to resolve escalations and drive account health. • Maintains customer success tools in accordance with internal processes—updating touchpoints, health scores, QBRs, and follow-up actions. • Position and coordinate delivery of Customer Success valued services.

• Support the US Tax Director on quarterly ASC 740 income tax provision. • Assist with federal and state income tax compliance review, including return workpaper review, open item tracking, and liaison with external preparers • Participate in the monthly sales & use tax compliance cycle, including review and oversight of returns processed through Avalara across Cohesity. • Review Canada GST work papers and filings. • Prepare or review non-income tax filings and other local business taxes • Oversee property tax compliance • Review and approve monthly indirect tax journal entries and GL reconciliations • Coordinate new state and local jurisdiction registrations as business activity expands • Support active audits including IDR responses, document production, and auditor coordination • Participate in tax automation and process improvement initiatives, including AI-assisted tax tools • Identify and implement opportunities to reduce manual effort and improve accuracy across the compliance cycle

• Own a defined enterprise territory and deliver against an annual quota • Build, manage, and execute a robust pipeline of complex enterprise transactions • Penetrate large enterprise organizations, engage C‑level and VP‑level decision makers • Develop compelling business cases that connect Cohesity’s AI‑powered data security platform to customer outcomes • Partner closely with sales engineers, channel partners, and internal stakeholders

• Own a defined enterprise territory and deliver against an annual quota through a balanced focus on new logo acquisition and account expansion • Build, manage, and execute a robust pipeline of complex enterprise transactions from prospecting through close • Penetrate large enterprise organizations, engage C‑level and VP‑level decision makers, and run structured, value‑based sales cycles • Develop compelling business cases that connect Cohesity’s AI‑powered data security platform to customer outcomes across security, resilience, compliance, and cost optimization • Partner closely with sales engineers, channel partners, and internal stakeholders to execute coordinated account strategies • Maintain accurate forecasting, territory plans, and pipeline hygiene within Salesforce • Leverage AI and productivity tools to streamline workflows, improve deal quality, and support data‑driven decision making

• Execute a territory plan focused on net‑new logo acquisition and account growth • Build, manage, and progress a qualified sales pipeline • Identify key stakeholders, build relationships, and engage with senior decision‑makers • Support and lead customer engagements through discovery, evaluation, proposal development, and solution alignment • Develop and deliver clear, value‑based proposals • Collaborate closely with channel partners and technology alliances • Maintain accurate opportunity tracking and forecasting

• Help develop a team of analysts responsible for ARR metrics, fostering a culture of accuracy, rigor, and continuous improvement • Assist in owning the end-to-end ARR reporting framework, including metric definitions, governance, and data integrity across new ARR, renewals, expansions, and churn • Partner closely with Corporate and GTM FP&A, Revenue Operations, and Sales to ensure alignment on ARR definitions, targets, and performance tracking • Design and maintain executive-level dashboards and reporting packages that communicate ARR performance, trends, and variances to the CFO and C-suite stakeholders • Drive the annual and quarterly ARR planning process, developing and refining models that forecast bookings, renewals, net retention, and churn • Proactively identify trends, risks, and opportunities in ARR data and translate findings into actionable recommendations for executive leadership • Build scalable processes and tooling to improve the accuracy, timeliness, and automation of ARR reporting • Serve as the subject matter expert on ARR metrics, educating cross-functional teams on methodology and ensuring consistent application across the organization • Influence across all levels from the front lines to the C-suite through clear communication of complex financial and revenue metrics • Tackle ambiguous, open-ended ARR questions and quickly develop structured, data-driven solutions

• Execute a territory plan focused on net‑new logo acquisition and account growth across a defined set of strategic accounts • Build, manage, and progress a qualified sales pipeline, including opportunities you source directly and those supported through channel partners • Work within complex customer organizations by identifying key stakeholders, building relationships, and engaging with senior decision‑makers as your experience grows • Support and lead customer engagements through discovery, evaluation, proposal development, and solution alignment, with guidance from Sales Engineers and leadership • Develop and deliver clear, value‑based proposals that connect Cohesity’s platform to customer security, resilience, and operational needs • Collaborate closely with channel partners and technology alliances (including NVIDIA, IBM, HPE, and AWS) to support deal execution and expand market reach • Maintain accurate opportunity tracking and forecasting, and contribute to consistent quarterly performance • Share customer insights and competitive feedback with the wider sales and product teams to support continuous improvement

• Execute a territory plan focused on net‑new logo acquisition and account growth • Build, manage, and progress a qualified sales pipeline • Work within complex customer organisations by identifying key stakeholders and building relationships • Support and lead customer engagements through discovery, evaluation, proposal development, and solution alignment • Develop and deliver value‑based proposals connecting Cohesity’s platform to customer needs • Collaborate closely with channel partners and technology alliances to support deal execution • Maintain accurate opportunity tracking and forecasting

• Drive new customer and expansion opportunities by articulating Cohesity’s Data Cloud portfolio—backup, recovery, cyber resilience, and data security management capabilities to business and technical audiences. • Provide expert, tailored technical support throughout the sales cycle, including discovery, solution design, demos, and proofs of concept. • Support technical strategy for enterprise opportunities in partnership with the Account Executive, contributing to deal progression and win strategy. • Enable customers to integrate Cohesity products into existing production environments, responding to technical requests in a timely and professional manner. • Lead and support technical engagements such as product demonstrations, workshops, white papers, proposals, and evaluations. • Identify customer requirements and risk areas, helping shape proofs of concept that highlight Cohesity’s value in cyber resilience and data security. • Assist with competitive displacement conversations by understanding customer environments and positioning Cohesity effectively. • Collaborate cross ‑ functionally with Product Management, Engineering, and Support to relay customer feedback and contribute to product improvements. • Provide post ‑ sales technical assistance or project support when needed to ensure successful outcomes and customer satisfaction.