Job Description

Job Title

Regional Sales Director - Eastern Europe

Job Scope

Cohesity is the leader in AI-powered data security and management, protecting and securing enterprise data across on-premises, cloud and SaaS environments, including NetBackup and the Cohesity Data Cloud following the combination with Veritas' enterprise data protection business.

The Director, Sales – Eastern Europe owns Cohesity's commercial performance across the region. You will lead the sales organisation, deepen strategic relationships with customers and partners, and accelerate growth in a market where cyber resilience, ransomware recovery and regulatory compliance (NIS2, DORA, GDPR) are rising board-level priorities.

You will succeed a respected regional leader and are expected to preserve the strong customer and partner relationships built to date while raising the pace of growth, subscription transition and execution discipline.

Main Duties and Responsibilities

Strategic & Commercial Leadership

• Own the regional bookings, ARR and profitability targets; deliver the annual business plan in line with global and Emerging objectives;
• Translate Cohesity's strategy (cyber resilience, AI-driven data insights, cloud and SaaS data protection) into country-level go-to-market plans with clear priorities, targets and milestones;
• Drive the transition of the installed base to modern, subscription-based Cohesity and NetBackup offerings, including competitive displacement and platform consolidation;
• Deliver accurate forecasting, budgeting and pipeline planning, with consistent forecast calls to Emerging leadership;
• Identify and prioritise growth markets, verticals and use cases (financial services, telecom, government and public sector, energy, manufacturing, healthcare).

Regional Execution & Governance

• Lead, coach and develop Sales Managers and Account Executives to achieve and exceed quota;
• Run a disciplined operating rhythm: weekly pipeline and forecast reviews, quarterly business reviews, deal and territory planning;
• Ensure rigorous Salesforce hygiene and adherence to Cohesity sales methodology and deal governance, including pricing, discounting and deal desk processes;
• Track KPIs (pipeline coverage, conversion, deal velocity, ARR growth, renewal rate, partner-sourced revenue) and act promptly on gaps;
• Ensure compliance with Cohesity policies, export controls, sanctions and anti-corruption regulations applicable to the region;
• Foster collaboration across countries, with Emerging peers and with Sales Engineering, Customer Success, Support and Services.

Hands-On Sales & Customer Engagement

• Engage personally at CxO and senior IT/security leadership level on strategic accounts, executive briefings and major negotiations;
• Lead large, complex opportunities end to end alongside account teams, partners and technical specialists;
• Build executive relationships and sponsor programmes with key customers; run regular business reviews to secure renewals and expansion;
• Resolve escalations quickly to protect customer satisfaction and business continuity;
• Represent Cohesity at regional events, customer forums, industry bodies and with local government and regulators where relevant.

Partner & Ecosystem Development

• Own the regional channel strategy under Cohesity's partner programme, with distributors, resellers, MSPs/cloud providers and system integrators;
• Recruit, enable and certify partners; agree joint business plans with clear targets, pipeline commitments and investment;
• Grow partner-sourced and partner-influenced pipeline, and improve partner health, specialisation and profitability;
• Manage relationships with strategic alliance partners (hyperscalers, hardware and security vendors) to build joint solutions and co-sell motions;
• Work with Marketing on demand generation, local events and campaigns tailored to each market.

Talent Development

• Build a high-performance, empowered and accountable team; set clear expectations and give regular feedback;
• Assess, hire and develop talent across the region, aligned with Midis HR and diversity strategy;
• Act as a change agent: challenge structures and processes, and lead the team through integration and transformation initiatives;
• Develop capabilities and maintain a solid succession plan for key roles.

Position Requirements

• Strategic thinking combined with a hands-on, deal-closing mindset;
• Excellent negotiation, executive presence and stakeholder management;
• Data-driven leadership: forecasting accuracy, CRM discipline (Salesforce) and operational rigour;
• Ability to inspire, coach and hold teams accountable across cultures and countries;
• Fluent English; proficiency in one or more regional languages (e.g. Greek, Czech, Romanian, Russian, Serbo-Croatian, Bulgarian) is highly valued;
• Willingness to travel across the region (approximately 40–50%).

Education

Bachelor’s degree in Business, Sales, Marketing, or related field;

MBA preferred.

Experience

• 12+ years of enterprise B2B technology sales experience, with at least 5 years in a regional sales leadership role managing multi-country teams;
• Proven track record of consistently achieving or exceeding quota in data protection, cybersecurity, storage, cloud or infrastructure software;
• Strong experience in two-tier, partner-led go-to-market models, including distributor and reseller management;
• Deep knowledge of the Eastern European market, its business culture, buying behaviour and partner landscape;
• Established executive network among enterprise, public sector and channel decision-makers in the region;
• Experience selling subscription and software-defined solutions and leading customers through platform transformation;
• Familiarity with the competitive landscape (e.g. Veeam, Rubrik, Commvault, Dell, IBM) is a strong advantage.

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