Director, Channel Sales

Cato Networks•Los Angeles, CA

23h

About The Position

Cato Networks is seeking an Area Director, Channels to set strategic direction and drive 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 define growth strategies and deliver measurable results across the channel ecosystem, with a focus on high-potential partners. It combines strategic planning with hands-on leadership and execution. The position leads channel account managers and drives partner relationships, business and territory planning, channel program execution, and sales enablement. It also gathers market intelligence, reports on performance, and collaborates with Legal, Sales, Marketing, Product, and Operations to align channel initiatives with Cato Networks’ broader objectives. Travel is required as needed to cover a large section of the country and meet partners or attend events.

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 range of 7–10 years.
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 coaching and leading 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 VAR, distribution, and MSP business 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, meet partners, 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, and cybersecurity solutions.

Responsibilities

Work 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 success metrics and KPIs, and adjust plans based on performance and market conditions.
Lead, coach, and mentor a team of Channel Account Managers, fostering a high-performance culture and supporting team members’ professional growth.
Execute channel programs in the Americas region through 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; train Cato field sales staff on effective partner engagement.
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 regularly on 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.