About the role

Aplyr's Quick Take

This role is about managing and developing strategic partnerships with service providers in Australia and New Zealand. You'll be responsible for driving growth in the SMB segment and working closely with various teams to enhance market penetration.

Good fit

Ideal candidates have experience in account management or business development within the tech or networking sectors, preferably with a focus on service providers. A collaborative working style and strong relationship-building skills will help you thrive.

Worth noting

The role emphasizes a mix of strategic oversight and hands-on partnership development, which may appeal to those who enjoy both high-level strategy and day-to-day engagement. The company is positioned in a rapidly growing market, which could offer significant career growth opportunities.

Welcome to the future of cloud networking and security!

Cato Networks is the first company to converge enterprise networking and security into one centralized and global service that is delivered by cloud. It is led by networking and security pioneer Shlomo Kramer (Check Point, Imperva) and early investor (Palo Alto Networks, Exabeam, Trusteer and more). Cato’s unique technology inspired a brand-new product category, later named “SASE” by Gartner and a market expected to reach $28.5 billion by 2028.

This is your opportunity to get on the rocket ship and join a company that is building a cutting-edge enterprise network and secure cloud platform, and is on a fast track to becoming the worldwide market leader – don’t miss it!

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

Skills & Tags

go rust data product sales

Aplyr's read

Cato Networks is a leading cloud-based cybersecurity firm, attracting professionals skilled in AI, network security, and global sales strategies.
Synthesized from recent postings & public sources

What's promising

•Cato Networks offers innovative cloud-based security solutions, addressing modern cybersecurity challenges.
•The company is expanding its AI capabilities, hiring roles like AI Team Lead and Agentic AI Engineer.
•Cato Networks is growing globally, with roles like Country Manager and Channel Account Manager in diverse regions.

What to watch

•The competitive cybersecurity market requires constant innovation to maintain a leading position.
•Rapid expansion may challenge internal communication and operational consistency.
•Dependence on cloud infrastructure could pose risks if service disruptions occur.

Why Cato Networks

•Cato Networks integrates AI into its cybersecurity solutions, enhancing threat detection and response.
•The company offers a unified platform for secure access, simplifying network security management.
•Cato Networks' focus on global expansion is evident in its diverse hiring across regions and functions.

Aplyr’s read is generated by AI from public sources. Was it useful?