Channel Account Manager
Cato Networks Open At a glance
Manager-level Account Management role at Cato Networks. London · no salary stated · we estimate £60,000–£98,000.
Cato Networks has not published a salary for this role. The figure below is our estimate, not theirs.
growthroles summary, based on the employer's posting.
What you'll do
- Grow sales across your assigned geography by building productive relationships with solution providers, resellers and managed service providers
- Recruit and train new reseller and managed service partners, then help them market, sell, deploy and manage the solution independently
- Work with current partners to win more revenue through account expansion, product launches and joint customer sales calls
- Build territory and partner go-to-market plans, including recruitment, lead generation and sales incentives
- Equip partners to sell through training, sales materials, marketing programs and coordinated deal flow
What you bring
- At least five years of channel experience working with partners, including resellers and managed service providers
- A record of building strong working relationships with reseller and managed service partners
- Strong channel knowledge, particularly of managed service providers, plus understanding of SD-WAN, security and SASE
Who this fits
This role suits someone who can sell strategically, work closely with channel partners and help them become self-sufficient. Expect travel within the region of up to half your time.
From the employer
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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