Director, Channel Sales

Cato Networks•Denver, CO

18h•$325,000 - $375,000

About The Position

As the Area Director, Channels, you will set the strategic direction and drive the execution of Cato Networks’ channel programs with VAR, distribution, and MSP partners within an assigned region. Working closely with the Vice President of Americas Channels, you will define growth strategies and achieve measurable success across the channel ecosystem, with a focus on high-potential partners. This is a leadership role combining hands-on management, strategic thinking, and execution. The role involves developing regional channel strategy, managing partner relationships and territory plans, leading and developing Channel Account Managers, and delivering channel programs and joint go-to-market initiatives. You will also support partner and internal sales enablement, report on performance and market insights, and collaborate across departments to align channel work with Cato Networks’ broader objectives. Travel is required as needed to cover a large section of the country and meet partners and attend events.

Requirements

7–10 years of experience in channel management, business development, or sales leadership within the technology or networking/security industries.
Proven 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 as needed.
Solid understanding of the U.S. channel ecosystem and the dynamics of VAR, distribution, and MSP models, including key local, regional, and national partners.
Ability to drive revenue growth through channel 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 cover a large section of the country and attend partner meetings and 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 region-wide channel strategy, identify focus partners, and align resources to maximize opportunities.
Build and maintain productive relationships with VARs, distributors, and MSPs at local, regional, and national levels across the assigned territory.
Create business and territory plans that identify expansion opportunities, define metrics and KPIs, and are tracked and adjusted based on performance and market conditions.
Lead, coach, and mentor Channel Account Managers, foster a high-performance team culture, and support team members’ professional growth.
Execute channel programs across 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; 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 market 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, highlighting opportunities and potential challenges.
Collaborate with Legal, Sales, Marketing, Product, and Operations to align channel strategies with Cato Networks’ broader objectives.
Travel as needed to meet partners and attend events across a large section of the country.