Director, Channel Sales

Cato Networks•San Francisco, CA

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 role 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 strategic planning and hands-on execution in a fast-paced environment. The director leads and develops a team of Channel Account Managers; builds productive relationships with partners; creates and tracks business and territory plans; and drives revenue growth through partner engagement, co-selling, and joint go-to-market initiatives. The role also ensures partners and Cato field sellers receive appropriate sales enablement, reports on performance and market opportunities, and collaborates with Legal, Sales, Marketing, Product, and Operations. Travel across a large section of the country is required as needed.

Requirements

At least 7–10 years of experience in channel management, business development, or sales leadership in the technology or networking/security industries.
A 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.
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 with partners.
Willingness and ability to travel as needed across a large section of the country.
Comfort working in a fast-paced environment with a flexible, hands-on approach, managing multiple priorities and adapting to change.

Nice To Haves

Knowledge of SD-WAN, SASE, and cybersecurity solutions.

Responsibilities

Develop and execute a region-wide channel strategy with the Vice President of Americas Channels, identifying focus partners and aligning resources to maximize opportunities.
Build and maintain relationships with VAR, distribution, and MSP partners at local, regional, and national levels to drive sales growth and market penetration.
Create detailed business and territory plans, define metrics and KPIs, and track and adjust plans based on performance and market conditions.
Lead, coach, and mentor Channel Account Managers, fostering a high-performance team and supporting each team member’s professional growth.
Execute channel programs through partner engagement, co-selling, and timely delivery of joint go-to-market initiatives.
Equip channel partners with tools, resources, and training to sell and position Cato Networks solutions effectively.
Train and coach Cato field sellers and channel partners on partnership best practices, product offerings, and sales strategies.
Gather partner, customer, and internal insights to refine channel strategy and align it with broader sales and product goals.
Report performance against targets and identify 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.