Global Partner Alliance Manager, GSI

Cato Networks

About The Position

Cato Networks is a leader in cloud networking and security, offering a converged enterprise networking and security service delivered via the cloud. Founded by industry pioneers, Cato's technology has defined the SASE category. This role is an opportunity to join a fast-growing company on its path to market leadership. The Global Alliance Manager will support a focused portfolio of strategic Global Systems Integrators (GSIs), contributing to alliance strategy, partner engagement, and revenue growth. This role involves working closely with senior alliance leadership and regional sales teams to execute joint go-to-market initiatives, drive co-sell activities, and build strong relationships within partner organizations. Success requires navigating complex partner environments, coordinating cross-functional teams, and translating alliance plans into measurable pipeline and bookings.

Requirements

7–10 years of experience in alliances, partner management, or enterprise technology sales.
Experience working with or supporting GSI and/or service provider partnerships.
Solid understanding of SASE, SD-WAN, networking, or security solutions.
Ability to operate effectively in a matrixed, cross-functional environment.
Strong communication skills with experience engaging Director- to VP-level stakeholders.

Nice To Haves

Experience working with partners such as Accenture, Deloitte, Capgemini, BT, Orange, NTT, Comcast, or Tata Communications.
Exposure to cloud-delivered networking or security platforms.
Experience in high-growth or scaling technology environments.

Responsibilities

Support the day-to-day management of assigned GSI relationships in partnership with senior alliance leadership.
Contribute to the development and execution of annual alliance plans, including key initiatives, solution focus areas, and regional priorities.
Help position Cato as a strategic SASE platform partner within assigned alliances.
Drive partner-sourced and partner-influenced pipeline in collaboration with regional sales teams.
Work with account teams to embed alliance partners into key opportunities and customer engagements.
Support the execution of repeatable co-sell motions across target segments.
Track and report on alliance performance against defined KPIs.
Assist in identifying and developing joint SASE and secure networking offerings with partners.
Collaborate with Product, Marketing, and Technical Alliances teams to align messaging and use cases.
Support joint marketing campaigns, demand generation programs, and partner-led events.
Build and maintain strong working relationships with partner stakeholders (Director to VP level).
Support QBRs, pipeline reviews, and planning sessions with partners.
Coordinate with internal and partner stakeholders to ensure alignment and execution.
Help drive partner enablement on Cato’s SASE architecture, differentiation, and positioning.
Support certification and readiness initiatives across partner sales and technical teams.
Identify and help remove execution blockers to accelerate pipeline growth.
Maintain accurate pipeline tracking and CRM hygiene.
Support reporting, dashboards, and performance tracking for assigned alliances.
Assist in managing partner investments and tracking ROI where applicable.