Channel Account Manager

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