The Strategic Account Manager – Service Provider (SAM SP) role is responsible for driving Cato’s Service Provider (SP) strategy at the regional level (Australia & New Zealand) by developing strategic partnerships with regional network operators, driving SMB strategy, accelerating joint pipeline growth, and positioning Private PoP as the preferred deployment model. 

This role plays a critical part in Cato’s multi-faceted SP strategy, which combines global partner engagement with regional market coverage to drive growth across enterprise, mid-market, and SMB segments. The SAM-SP will act as both a strategic partner owner and a regional subject matter expert for service provider opportunities. 

The SAM-SP reports to the Global Head of SP and works cross-functionally with field sales, channel, global alliances, and technical teams to accelerate revenue and market penetration. 

Key Responsibilities 

Strategic Partner Ownership 

• Own and manage a defined set of regional service providers and network operators as named strategic accounts. 

• Build executive-level relationships and establish long-term strategic partnerships. 

• Drive joint business planning, pipeline creation, and revenue growth with partners. 

• Develop and execute partner account plans aligned to regional and global strategy. 

• Identify and advance new service opportunities leveraging partner infrastructure. 

Service Provider Strategy Execution 

• Execute Cato’s regional Service Provider strategy to maximize market coverage and partner engagement. 

• Consistently position Private PoP as the preferred deployment model within partner networks. 

• Enable partners to deploy Cato services within their infrastructure to deliver secure connectivity offerings. 

• Drive adoption of Cato-powered services including secure networking, cloud security, and managed services. 

Regional Subject Matter Expertise 

• Act as the regional Service Provider subject matter expert for field and channel teams. 

• Support service provider-driven opportunities outside named accounts. 

• Provide deal strategy guidance, partner positioning, and technical alignment. 

• Educate internal teams on service provider business models, market dynamics, and competitive positioning. 

Cross-Functional Collaboration 

• Partner closely with field sales to drive joint customer opportunities. 

• Collaborate with channel leaders, global alliance teams, and technical teams to ensure coordinated execution. 

• Align on account strategy, pipeline development, and go-to-market initiatives. 

• Support partner enablement and engagement programs. 

Pipeline & Revenue Growth 

• Build and manage a strong pipeline of service provider-driven opportunities. 

• Drive regional revenue growth through partner-led sales motions. 

• Track performance metrics, partner maturity, and opportunity progression. 

• Contribute to FY26 growth objectives and long-term SP market expansion. 

 Required Qualifications 

• 8+ years of experience in enterprise sales, partner sales, channel management, or service provider engagement. 

• Experience working with telecommunications providers, network operators, or managed service providers. 

• Strong understanding of networking, security, and cloud technologies. 

• Proven ability to build executive relationships and drive strategic partnerships. 

• Experience developing and executing joint business plans. 

• Demonstrated success driving pipeline and revenue growth through partners. 

• Strong cross-functional collaboration and stakeholder management skills. 

 Preferred Qualifications 

• Experience with SASE, SD-WAN, cloud networking, or security platforms.
• Experience working in service provider or telecommunications ecosystems.
• Understanding of service provider business models and infrastructure environments.
• Experience positioning infrastructure-based or platform deployment models.