About the role

Aplyr's Quick Take

This role is about managing and growing partnerships with resellers and service providers in the cloud networking and security space. You'll be responsible for sales growth through training and supporting partners while meeting revenue targets. It's primarily an individual contributor role focused on strategic selling and relationship management.

Good fit

Ideal candidates have experience in channel sales, particularly in the SD-WAN or security sectors, and possess strong consultative selling skills. A proactive, relationship-driven approach will help you thrive in this role.

Worth noting

The company is positioned in a rapidly growing market (SASE), which could offer significant growth opportunities. However, the role may involve high pressure to meet sales quotas, which could be a red flag for some.

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 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 organizational skills, and exceptional collaboration skills

Skills & Tags

go rust ai data product design marketing 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?