Senior Account Executive - NEC

About the role

Cohesity, an AI-powered data security company, is looking for a Senior Account Executive to own and grow a defined territory in Tokyo. This is an individual contributor role for a proven seller who drives net-new logo acquisition and expands accounts by positioning Cohesity's platform as mission-critical infrastructure for cyber resilience and data security. The role requires disciplined territory planning, strong executive presence and the ability to close large, strategic deals.

Key responsibilities

• Target and land strategic new logos, including competitive displacements, and deliver against an annual quota through new-logo acquisition and account expansion.
• Own a strategic territory, build multi-quarter pipeline against large-deal targets, and maintain annual and quarterly plans for top accounts covering 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 handle risk and escalations.
• Build financial business cases independently, connect the platform to outcomes across security, resilience, compliance and cost, and negotiate complex deals including ELAs, ramps and partner-involved structures.
• Lead multi-product, platform-level deals, position against competitors in regulated verticals, and own the commercial relationship and expansion plan with Customer Success and Renewals.
• Develop customer references and advocates, lead joint account strategies with channel partners and technology alliances, forecast large deals, and keep territory plans and pipeline hygiene in Salesforce.
• Act as the voice of the field to Product and Marketing, mentor AEs, and give enablement feedback.

Required profile

• Approximately 8+ years of relevant sales experience in a quota-carrying, customer-facing role selling complex technology solutions.
• Demonstrated experience selling to Information Security / Cybersecurity teams and to accounts with multiple stakeholders and complex sales cycles.
• Strong knowledge of data security architectures, ransomware resilience and the competitive landscape.
• Executive-level communication and presentation skills, and experience with channel partners and cross-functional deal teams.
• Bachelor's degree in Business or a related field, or equivalent experience; professional English; willingness to travel within the territory.

Required skills

• Preferred: experience with Cohesity solutions (DataProtect, DataHawk, SmartFiles).
• Preferred: expertise with NetBackup, Backup Exec and InfoScale, including immutable storage, hardened media servers, ACL-based controls and encryption.
• Track record of negotiating and closing high-value contracts.
• Proficiency with the sales stack (Salesforce, forecasting tools) and use of AI tools to improve productivity.