Director, Channel Sales

Cato Networks•San Francisco, CA

14h•$325,000 - $375,000

About The Position

Cato Networks is hiring an Area Director, Channels to set strategic direction and lead execution of its channel programs with VAR, distribution, and MSP partners in an assigned region. The role works closely with the Vice President of Americas Channels to develop growth strategies and achieve measurable results across the channel ecosystem, with a focus on high-potential partners. It combines hands-on leadership, strategic planning, and execution. The director will build partner relationships, create and track business and territory plans, lead and develop Channel Account Managers, and drive partner engagement, co-selling, and joint go-to-market initiatives. The role also equips partners and Cato field sellers with training and resources, reports on performance and market insights, and coordinates with Legal, Sales, Marketing, Product, and Operations. Travel is required as needed to cover a large section of the country and meet partners or attend events.

Requirements

7–10 years of experience in channel management, business development, or sales leadership in the technology or networking/security industries.
Proven record of managing and growing relationships with VARs, distributors, and MSPs.
Experience managing and developing a high-performing team of channel professionals; 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.
Solid understanding of the U.S. channel ecosystem and the dynamics of VAR, distribution, and MSP models.
Ability to drive revenue growth through partner networks and meet or exceed sales targets.
Strong written and verbal communication skills, including presenting to senior leadership, articulating strategic plans, and engaging 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, managing multiple priorities, adapting to change, and wearing multiple hats.

Nice To Haves

Knowledge of SD-WAN, SASE (Secure Access Service Edge), 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 to maximize opportunities.
Build and maintain productive relationships with VAR, distribution, and MSP partners at local, regional, and national levels within the assigned territory.
Create business and territory plans with expansion opportunities, metrics, and KPIs; track results and adjust plans based on performance and market conditions.
Lead, coach, and mentor Channel Account Managers, fostering a high-performance team culture and supporting their professional growth.
Execute channel programs in the Americas region through partner engagement, co-selling, and timely delivery of joint go-to-market initiatives.
Ensure partners have the tools, resources, and training to sell and position Cato Networks solutions; work with field sales leadership to train Cato employees on effective partner collaboration.
Coach channel partners and Cato sellers on best practices, product offerings, and sales strategies.
Gather insights from partners, customers, and internal teams to refine channel strategy and align it with sales and product goals.
Report performance against targets, identifying 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.