AVP, Global Service Providers

Cato Networks•New York, NY

About The Position

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! AVP, Global Service Providers The Area VP, GSP (Global Service Provider) will be responsible for leading a team to scale Cato Networks current worldwide business with a specific set of GSP partners including Verizon, T-Mobile, AT&T, Windstream, BT, Orange, KDDI, Telstra, Comcast etc. This person will be responsible for the GSP alliance team and driving a business growth / scale plan with these partners. Ideally, given this roles global coverage, this person will be based on the East Coast of the United States.

Requirements

Currently managing a GSP team for an SSE or SASE software company with extensive global executive relationships
Experience in sell to and sell through GSP initiatives and sales motions
Experience in leading and developing a top tier GSP teams
At least 5 years of experience managing individual contributors
Prior experience working in a high growth stage technology companies
Highly motivated to exceed sales targets with a demonstrated track record with partners
Highly collaborative person with the ability to influence and work with executives
Operational skills to manage a team with a complex business model
Excellent communication & presentation skills
Good knowledge around network and security technology desired
Demonstrates leadership that promotes and exemplifies the highest levels of collaboration, accountability, and mutual support to the GSP partner
Minimum bachelor's degree, MBA desired

Responsibilities

Building and developing a GSP team of sales professionals
Building a predictable, scalable operating model to manage the GSP business
Creating and executing a global growth business plan for the GSP Partnership business
Responsible for Cato Revenue through all GSPs and ensuring that the partners meet their goals for product, services revenue, management revenue and margins
Creating and maintaining executive relationships within the partner’s Sales, Product and Professional Services organizations.
Teaming and collaborating with GSP leadership to build revenue generating joint offerings and GTM plans
Aligning development and R&D organizations to create innovative GTM solutions
Teaming with internal sales and channel leaders to programmatically drive new revenue generating initiatives alongside the partner, leveraging their install base
Coaching, mentoring and developing a strong set of GSP Managers
Ensuring career development and alignment for the Global Alliances Managers
Developing and maintaining a detailed working knowledge of GSP partner’s service offering portfolio and leverage Cato’s strengths to fill partner portfolio gaps and improve partner’s ability to compete
Holding and driving QBRs with internal and partner executive sponsors
Providing thought leadership and ideas on growing the partner-led business exponentially
Building the GSP partnership brand both internally and externally