Director, Channel Sales

Cato Networks•Phoenix, AZ

16h•$325,000 - $375,000

About The Position

Cato Networks is hiring an Area Director, Channels to set the strategic direction and drive execution of its channel programs with VAR, distribution, and MSP partners in an assigned region. The position works closely with the Vice President of Americas Channels to define growth strategies and achieve measurable results across the channel ecosystem, with a focus on high-potential partners. It combines hands-on team leadership and strategic planning with a strong focus on execution and delivery. The role leads channel strategy and partner relationships, develops business and territory plans, and guides a team of Channel Account Managers. It is responsible for executing channel programs across the Americas, enabling partners and internal field sales teams, monitoring performance and market intelligence, and collaborating with Legal, Sales, Marketing, Product, and Operations. Travel is required as needed to cover a large section of the country, meet partners, and attend events.

Requirements

7–10 years of experience in channel management, business development, or sales leadership in the technology or networking/security industries.
Proven track record 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.
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 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 region-wide channel strategy, identify key focus partners, and align resources to maximize opportunities.
Build and maintain productive relationships with VARs, distributors, and MSPs at local, regional, and national levels to drive sales growth and market penetration.
Create and maintain business and territory plans that identify expansion opportunities, establish metrics and KPIs, and are tracked and adjusted according to performance and market conditions.
Lead, coach, and mentor a team of Channel Account Managers, supporting their goals and professional growth and fostering a high-performance culture.
Execute channel programs in the Americas 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 effectively.
Work with field sales leadership to train Cato employees on effective channel 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 company sales and product goals.
Report 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.
Travel as needed to meet partners and attend events across a large section of the country.