Director, Channel Sales

Cato Networks•Denver, CO

15h

About The Position

Cato Networks is hiring an Area Director, Channels to set the strategic direction and lead execution of its channel programs with VAR, distribution, and MSP partners in an assigned region. Working closely with the Vice President of Americas Channels, this leader will define growth strategies and deliver measurable results across the channel ecosystem, with a focus on high-potential partners. The role combines strategic planning with hands-on management and execution. The position leads and develops a team of Channel Account Managers; builds partner relationships; creates and tracks business and territory plans; and drives channel revenue through partner engagement, co-selling, and joint go-to-market initiatives. It also ensures partners and Cato’s field sales teams have the training and resources to sell effectively, gathers market intelligence, reports on performance, and collaborates with Legal, Sales, Marketing, Product, and Operations. The role requires travel across a large section of the country to meet partners and attend events. Cato describes the work environment as fast-paced and values a flexible, hands-on approach, adaptability, and comfort managing multiple priorities. The stated compensation estimate is $325,000–$375,000; exact compensation may vary based on skills, experience, location, training, and certifications. Cato offers a competitive salary and comprehensive benefits plan.

Requirements

At least 7 years of experience in channel management, business development, or sales leadership in the technology or networking/security industries; the posting specifies a minimum range of 7–10 years.
A track record of managing and growing relationships with VARs, distributors, and MSPs.
Experience managing and developing a high-performing team of channel professionals, with the ability to inspire, coach, and lead by example.
Experience developing and executing business and territory plans, measuring performance, making data-driven decisions, and adjusting strategies.
A solid understanding of the U.S. channel ecosystem and the dynamics of VAR, distribution, and MSP models.
Ability to drive revenue growth through channel partners and leverage partner networks to meet and exceed sales targets.
Strong written and verbal communication skills, including the ability to present to senior leadership, articulate strategic plans, and engage effectively with partners.
Willingness and ability to travel as needed to cover a large section of the country and attend events.
Comfort working in a fast-paced environment with a flexible, hands-on approach; ability to manage multiple priorities, adapt to change, and wear multiple hats.

Nice To Haves

Knowledge of SD-WAN, SASE, and cybersecurity solutions.

Responsibilities

Collaborate with the Vice President of Americas Channels to develop and execute a regional channel strategy, identify focus partners, and align resources.
Build and maintain productive relationships with VAR, distribution, and MSP partners at local, regional, and national levels in the assigned territory.
Create business and territory plans, identify expansion opportunities, establish KPIs, and track and adjust plans based on performance and market conditions.
Lead, coach, and mentor Channel Account Managers, fostering a high-performance team and supporting team members’ professional growth.
Execute channel programs through partner engagement, co-selling, and timely delivery of joint go-to-market initiatives.
Ensure channel partners have the tools, resources, and training needed to sell and position Cato Networks solutions.
Work with field sales leadership to train Cato employees on effective field partnership; coach partners and sellers on best practices, products, and sales strategies.
Gather insights from partners, customers, and internal teams to refine channel strategy and align it with sales and product goals.
Report regularly on performance against targets, opportunities, and potential challenges.
Collaborate with Legal, Sales, Marketing, Product, and Operations to align channel strategies with company objectives.
Travel as needed to meet partners and attend events across a large section of the country.