Channel Account Manager

Cato Networks is the converged network and security cloud for the AI era.

As AI reshapes cybersecurity, enterprises face a dual challenge: unlocking AI’s potential while defending against AI-driven attacks. Cato addresses both through a unified, cloud-native platform, providing the visibility and context to prioritize risks and stop threats in real time across users, applications, data, and AI agents.

Join us as we scale: take on ambitious technological challenges and shape the next generation of enterprise security at a company trusted by thousands of organizations worldwide.

The Channel Account Manager (CAM) is part of the Global Channel Sales team and is responsible for sales 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.

Responsibilities:

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

Create, maintain, and execute Partner-focused go-to-market plans

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

Requirements:

5+ years of related experience in the Channel with Channel Partners including VAR and MSP

Proven success of building strong relationships and partnerships with VARs and MSPs

Advanced understanding of the channel ecosystem, especially Managed Service Providers, as well as a firm understanding of SD-WAN, Security, and SASE solutions.

Executive level oral/ written communication and presentation skills

Up to 50% travel within region

Self-motivated, superb organisational skills, and exceptional collaboration skills

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