The Channel Account Manager (CAM) is part of the Global Channel Sales team and is responsible for pipeline, new logo and revenue growth through highly qualified and successful partnerships in a designated geography. The CAM is expected to use consultative and strategic selling skills along with a strong understanding of the SD-WAN, Security, and SASE industry to consistently meet/exceed quota attainment as assigned by channel leadership. They are expected to develop highly productive Solution Provider, Value-Added Reseller (VAR), and Managed Service Provider (MSP) relationships so that partners become self-sufficient in marketing, selling, deploying and managing the Cato Solution.

As a Cato Networks Channel Account Manager, You Will

• Generate enthusiasm and passion for Cato Networks’ SASE Solutions throughout the Partner Ecosystem
• Identify, qualify, recruit, and train new Value-Added Resellers (VAR’s) and Managed Service Providers (MSPs) on the Cato Networks Solution.
• Proactively engage with current Reseller and MSP Partners to further increase market share and drive incremental revenue through up-selling, cross-selling and account penetration as well as promoting and launching new products.
• Focus and execute on leading indicators within their coverage area such pipeline creation, deal registration and funnel conversion rates.
• Create, maintain, and execute Partner-focused go-to-market plans, closely coordinated with regional sales resources.
• Develop territory plan, including documenting recruiting strategy
• Meet with Partners, participate in joint sales calls to customers and assist the Partner in closing opportunities
• Assist Partners in broadening their product expertise and sales opportunities, Drive exceptional Y/Y partner revenue growth
• Develop creative lead generation and sales incentive programs to increase sales
• Deliver sales and technical trainings for partners
• Facilitate communications and deal flow between partner and Cato sales reps
• Develop collateral, sales tools, lead-sharing campaigns and marketing programs.
• Design and project manage partner service creation initiatives

A reasonable estimate of the salary for this role, at the time of posting, is $240,000 - $275,000. Cato operates from a high place of trust and transparency; we are happy to state the pay range for our open roles to best align with your needs. Exact compensation may vary based on skill set, experience, location, training, and certifications.

Cato provides a competitive salary and comprehensive benefits plan. Benefits for this role include health/vision/dental insurance, 401(k), stock options, Health Savings/Flexible Spending Accounts, flexible time-off, paid parental leave and disability benefits.

As an EEO/Affirmative Action Employer all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status.

Role Overview

The Global Partner Alliance Manager at Cato Networks manages a focused portfolio of strategic Global Service Providers (GSPs) and partners, driving day-to-day alliance execution, regional alignment, and revenue growth.

This role is responsible for translating alliance strategy into tangible pipeline, co-sell activity, and partner-driven growth, working closely with internal sales teams and partner stakeholders.

The Manager will support and execute joint plans that drive SASE adoption, secure networking transformation, AI Security, and co-sell engagement across key partners. Success in this role requires strong partner engagement skills, the ability to influence cross-functional teams, and a focus on operational execution and measurable outcomes.

Target Alliance Accounts (Examples)

Global Service Providers (GSPs):

• Comcast
• Orange Business
• NTT
• IBM

(Final portfolio will be aligned to Cato’s strategic priorities)

Key Responsibilities

Alliance Management & Execution

• Manage the day-to-day relationship with assigned GSPs and strategic partners.
• Support the development and execution of joint business and alliance plans, aligned to regional and global priorities.
• Position Cato as a strategic SASE platform partner within each alliance.
• Act as a key point of coordination between partner teams and Cato’s internal stakeholders.

Revenue & Co-Sell Execution

• Drive partner-sourced and partner-influenced pipeline across assigned partners.
• Collaborate with Cato’s regional sales teams to activate partners within key opportunities and accounts.
• Support and scale repeatable co-sell motions across enterprise and mid-market segments.
• Track and report on pipeline, bookings, and partner performance metrics.

Joint Go-to-Market & Solutions

• Support the development and promotion of joint SASE and secure networking solutions, including managed SASE offerings.
• Work with Marketing and Technical Alliances teams to align joint messaging, campaigns, and use cases.
• Execute joint demand generation and partner-led marketing initiatives.

Partner Engagement & Alignment

• Build and maintain strong working relationships with partner stakeholders (director to VP level).
• Support quarterly business reviews (QBRs) and ongoing partner planning sessions.
• Ensure alignment between global strategy and regional execution.

Enablement & Partner Readiness

• Drive partner enablement on Cato’s SASE platform, differentiation, and competitive positioning.
• Support partner training, certification, and onboarding efforts.
• Ensure partner sales and technical teams are aligned to Cato’s GTM priorities.
• Escalate and help resolve partner-related challenges to maintain momentum.

Operational Excellence

• Maintain accurate pipeline tracking, CRM hygiene, and reporting.
• Support alliance performance tracking against defined KPIs.
• Assist in managing MDF programs and partner investments, ensuring ROI alignment.

Qualifications

Required

• 5–8+ years of experience in partner management, alliances, or enterprise technology sales.
• Experience working with or alongside GSPs, GSIs, or channel partners.
• Understanding of SASE, SD-WAN, networking, or security solutions.
• Proven ability to work in a cross-functional, matrixed environment.
• Strong communication and relationship management skills.

Preferred

• Experience working with partners such as Accenture, Deloitte, Capgemini, BT, Orange, NTT, Comcast, or IBM.
• Background in cloud-delivered networking or security platforms.
• Experience supporting partner-led or co-sell GTM models.

Key Competencies

• Partner relationship management
• Execution and operational rigor
• Collaboration and cross-functional alignment
• Commercial awareness and pipeline management
• Structured planning and organization
• Understanding of partner GTM models

Success in the First 12–18 Months

• Established strong working relationships with key partner stakeholders
• Contributed to and executed joint business plans with assigned partners
• Delivered measurable growth in partner-sourced and influenced pipeline
• Enabled and activated partners in co-sell opportunities
• Strengthened Cato’s positioning as a strategic SASE partner within assigned alliances

The Channel Account Manager (CAM) is part of the Global Channel Sales team and is responsible for pipeline, new logo and revenue growth through highly qualified and successful partnerships in a designated geography. The CAM is expected to use consultative and strategic selling skills along with a strong understanding of the SD-WAN, Security, and SASE industry to consistently meet/exceed quota attainment as assigned by channel leadership. They are expected to develop highly productive Solution Provider, Value-Added Reseller (VAR), and Managed Service Provider (MSP) relationships so that partners become self-sufficient in marketing, selling, deploying and managing the Cato Solution.

As a Cato Networks Channel Account Manager, You Will

• Generate enthusiasm and passion for Cato Networks’ SASE Solutions throughout the Partner Ecosystem
• Identify, qualify, recruit, and train new Value-Added Resellers (VAR’s) and Managed Service Providers (MSPs) on the Cato Networks Solution.
• Proactively engage with current Reseller and MSP Partners to further increase market share and drive incremental revenue through up-selling, cross-selling and account penetration as well as promoting and launching new products.
• Focus and execute on leading indicators within their coverage area such pipeline creation, deal registration and funnel conversion rates.
• Create, maintain, and execute Partner-focused go-to-market plans, closely coordinated with regional sales resources.
• Develop territory plan, including documenting recruiting strategy
• Meet with Partners, participate in joint sales calls to customers and assist the Partner in closing opportunities
• Assist Partners in broadening their product expertise and sales opportunities, Drive exceptional Y/Y partner revenue growth
• Develop creative lead generation and sales incentive programs to increase sales
• Deliver sales and technical trainings for partners
• Facilitate communications and deal flow between partner and Cato sales reps
• Develop collateral, sales tools, lead-sharing campaigns and marketing programs.
• Design and project manage partner service creation initiatives

A reasonable estimate of the salary for this role, at the time of posting, is $240,000 - $275,000. Cato operates from a high place of trust and transparency; we are happy to state the pay range for our open roles to best align with your needs. Exact compensation may vary based on skill set, experience, location, training, and certifications.

Cato provides a competitive salary and comprehensive benefits plan. Benefits for this role include health/vision/dental insurance, 401(k), stock options, Health Savings/Flexible Spending Accounts, flexible time-off, paid parental leave and disability benefits.

As an EEO/Affirmative Action Employer all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status.

AVP, Global Service Providers 

The Area VP, GSP (Global Service Provider) will be responsible for leading a team to scale Cato Networks current worldwide business with a specific set of GSP partners including Verizon, T-Mobile, AT&T, Windstream, BT, Orange, KDDI, Telstra, Comcast etc. This person will be responsible for the GSP alliance team and driving a business growth / scale plan with these partners. 

Ideally, given this roles global coverage, this person will be based on the East Coast of the United States. 

Responsibilities 

• Building and developing a GSP team of sales professionals 
• Building a predictable, scalable operating model to manage the GSP business 
• Creating and executing a global growth business plan for the GSP Partnership business
• Responsible for Cato Revenue through all GSPs and ensuring that the partners meet their goals for product, services revenue, management revenue and margins
• Creating and maintaining executive relationships within the partner’s Sales, Product and Professional Services organizations.  
• Teaming and collaborating with GSP leadership to build revenue generating joint offerings and GTM plans
• Aligning development and R&D organizations to create innovative GTM solutions
• Teaming with internal sales and channel leaders to programmatically drive new revenue generating initiatives alongside the partner, leveraging their install base 
• Coaching, mentoring and developing a strong set of GSP Managers 
• Ensuring career development and alignment for the Global Alliances Managers 
• Developing and maintaining a detailed working knowledge of GSP partner’s service offering portfolio and leverage Cato’s strengths to fill partner portfolio gaps and improve partner’s ability to compete 
• Holding and driving QBRs with internal and partner executive sponsors 
• Providing thought leadership and ideas on growing the partner-led business exponentially 
• Building the GSP partnership brand both internally and externally 

Qualifications 

• Currently managing a GSP team for an SSE or SASE software company with extensive global executive relationships
• Experience in sell to and sell through GSP initiatives and sales motions
• Experience in leading and developing a top tier GSP teams
• At least 5 years of experience managing individual contributors
• Prior experience working in a high growth stage technology companies
• Highly motivated to exceed sales targets with a demonstrated track record with partners
• Highly collaborative person with the ability to influence and work with executives
• Operational skills to manage a team with a complex business model
• Excellent communication & presentation skills
• Good knowledge around network and security technology desired
• Demonstrates leadership that promotes and exemplifies the highest levels of collaboration, accountability, and mutual support to the GSP partner
• Minimum bachelor's degree, MBA desired

Role Overview

The Global Alliance Manager at Cato Networks supports a focused portfolio of strategic Global Systems Integrators (GSIs). This role contributes to alliance strategy, partner engagement, and revenue growth by working closely with senior alliance leadership and regional sales teams.

The Global Alliance Manager plays a key role in executing joint go-to-market initiatives, driving co-sell activities, and building strong working relationships across partner organizations. Success in this role requires the ability to navigate complex partner environments, coordinate cross-functional teams, and translate alliance plans into measurable pipeline and bookings.

Target Alliance Accounts (Examples)

Global Systems Integrators (GSIs):

• Accenture
• Deloitte
• Capgemini

(Portfolio will be aligned to Cato’s strategic priorities and managed in collaboration with alliance leadership.)

Key Responsibilities

Alliance Management & Execution

• Support the day-to-day management of assigned GSI relationships in partnership with senior alliance leadership.
• Contribute to the development and execution of annual alliance plans, including key initiatives, solution focus areas, and regional priorities.
• Help position Cato as a strategic SASE platform partner within assigned alliances.

Revenue & Co-Sell Execution

• Drive partner-sourced and partner-influenced pipeline in collaboration with regional sales teams.
• Work with account teams to embed alliance partners into key opportunities and customer engagements.
• Support the execution of repeatable co-sell motions across target segments.
• Track and report on alliance performance against defined KPIs.

Joint Solutions & Go-to-Market

• Assist in identifying and developing joint SASE and secure networking offerings with partners.
• Collaborate with Product, Marketing, and Technical Alliances teams to align messaging and use cases.
• Support joint marketing campaigns, demand generation programs, and partner-led events.

Partner Engagement & Governance

• Build and maintain strong working relationships with partner stakeholders (Director to VP level).
• Support QBRs, pipeline reviews, and planning sessions with partners.
• Coordinate with internal and partner stakeholders to ensure alignment and execution.

Enablement & Partner Readiness

• Help drive partner enablement on Cato’s SASE architecture, differentiation, and positioning.
• Support certification and readiness initiatives across partner sales and technical teams.
• Identify and help remove execution blockers to accelerate pipeline growth.

Operational Excellence

• Maintain accurate pipeline tracking and CRM hygiene.
• Support reporting, dashboards, and performance tracking for assigned alliances.
• Assist in managing partner investments and tracking ROI where applicable.

Qualifications

Required

• 7–10 years of experience in alliances, partner management, or enterprise technology sales.
• Experience working with or supporting GSI and/or service provider partnerships.
• Solid understanding of SASE, SD-WAN, networking, or security solutions.
• Ability to operate effectively in a matrixed, cross-functional environment.
• Strong communication skills with experience engaging Director- to VP-level stakeholders.

Preferred

• Experience working with partners such as Accenture, Deloitte, Capgemini, BT, Orange, NTT, Comcast, or Tata Communications.
• Exposure to cloud-delivered networking or security platforms.
• Experience in high-growth or scaling technology environments.