Director, Channel Sales

Cato Networks•Phoenix, AZ

18h

About The Position

Cato Networks is a converged network and security cloud company focused on helping enterprises use AI while defending against AI-driven attacks. Its unified, cloud-native platform provides visibility and context to prioritize risks and stop threats across users, applications, data, and AI agents. The Area Director, Channels sets the strategic direction for and drives execution of Cato Networks’ channel programs with VAR, distribution, and MSP partners in an assigned region. Working closely with the Vice President of Americas Channels, this hands-on leadership role develops growth strategies and delivers measurable results across the channel ecosystem, with a focus on high-potential partners. The role leads and develops Channel Account Managers and works across the business to enable partners and sellers, execute joint go-to-market initiatives, and grow revenue through the channel. Travel is required as needed to cover a large section of the country, meet partners, and attend events.

Requirements

At least 7 years of experience in channel management, business development, or sales leadership in the technology or networking/security industries.
A proven track record of managing and growing relationships with VARs, distributors, and MSPs.
Experience managing and developing a high-performing team of channel professionals, including 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 as needed.
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 effectively with partners.
Willingness and ability to travel as needed to meet partners and attend events across a large section of the country.
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 to drive sales growth and market penetration.
Create and maintain 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, foster a high-performance team culture, and support each team member’s professional growth.
Execute channel programs in the Americas region, drive partner engagement and co-selling, and ensure timely delivery of joint go-to-market initiatives.
Ensure partners have the tools, resources, and training needed to sell and position Cato Networks solutions effectively.
Work with field sales leadership to train Cato employees on effective field partnership, and coach channel partners and Cato 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 and identify opportunities and potential challenges.
Collaborate with Legal, Sales, Marketing, Product, and Operations to align channel strategies with broader company objectives.