Director, Channel Sales

Cato Networks•Los Angeles, CA

18h•$325,000 - $375,000

About The Position

As the Area Director, Channels, you will set the strategic direction and drive execution of Cato Networks’ channel programs with VAR, distribution, and MSP partners in an assigned region. You will work closely with the Vice President of Americas Channels to define growth strategies and achieve measurable success across the channel ecosystem, focusing on high-potential partners. This leadership role combines hands-on management and strategic thinking with a focus on execution and results. The role includes leading and developing Channel Account Managers, building partner relationships, planning territory growth, enabling partners and Cato sales teams, monitoring performance and market intelligence, and collaborating with internal departments to align channel strategies with broader company objectives. Travel is required as needed to meet partners and attend events across a large section of the country.

Requirements

7–10 years of experience in channel management, business development, or sales leadership within 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 as needed.
Solid understanding of the U.S. channel ecosystem and familiarity with 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 partners effectively.
Willingness and ability to travel as needed across a large section of the country to 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 (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 VAR, distribution, and MSP partners at local, regional, and national levels in the assigned territory.
Create 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 culture and support team members’ professional development.
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 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 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.