Sales Operations, Channel

Cato Networks•Boston, MA

2d•Remote

About The Position

Welcome to the future of cloud networking and security! Cato Networks is the first company to converge enterprise networking and security into one centralized and global service that is delivered by cloud. It is led by networking and security pioneer Shlomo Kramer (Check Point, Imperva) and early investor (Palo Alto Networks, Exabeam, Trusteer and more). Cato’s unique technology inspired a brand-new product category, later named “SASE” by Gartner and a market expected to reach $28.5 billion by 2028. This is your opportunity to get on the rocket ship and join a company that is building a cutting-edge enterprise network and secure cloud platform, and is on a fast track to becoming the worldwide market leader – don’t miss it! We are looking for an experienced Channel Revenue Operations professional to join our growing team. Cato is a Channel-first company. It’s not just a statement or a vision. 100% of our sales are sourced, driven, or transacted by our Channel Partners. It makes the Channel Revenue Operations a pivotal team to Cato’s WW sales execution through analytics, governance, and proactive communication. Channel RevOps also plans, designs, and leads cross-organizational projects to improve Cato’s business operations, visibility, and efficiency. The ideal candidate will have Revenue/Sales Operations experience from Channel-first SaaS (Software as a Service) companies. You understand channel-sales business models and helped design/improve the entire lifecycle of channel partners from onboarding through Deal Registration, quoting, opportunity management, incentives, and more. You have experience in measuring Sales and Channel KPIs and making analytics-based recommendations to Sales leadership. As a US-based remote employee reporting to the Israel-based headquarters, you are required to be well-organized, self-motivated, an outstanding team player, and possess exceptional communication skills.

Requirements

Bachelor’s degree in economics, business administration, or related disciplines
4+ years of experience in Channel Revenue/Sales Operations from Channel-first SaaS companies
Proficiency with the Microsoft Office suite (Outlook, Word, PowerPoint)
Excellent Excel skills and genuine passion for analytics
Highly self-motivated and well-organized with solid time management and prioritization skills
Works well under pressure, with a high degree of adaptability and flexibility in a fast-paced, rapidly changing environment
Excellent oral and written communication skills (English)
SFDC experience – working with developers to design and test processes and create reports and dashboards.
Service-oriented and great attitude – Must
Willingness to travel (domestic 4-6 times a year, international 2 times a year)

Nice To Haves

Experience with BI tools and proficiency in SQL – an advantage
Experience with partner portal tools - advantage

Responsibilities

Americas Channel Sales’ main point of contact and field support
Channel Sales specialist, analyst, and field support
Proactively monitor, analyze, and manage Channel KPI CIP (Continuous Improvement Plan)
Deal Registration and pipeline creation
Opportunity progression, conversion rates, velocity
Sales execution on Channel Led and Fed deals
Partner incentive programs’ effectiveness and adoption
Create dashboards and reporting for the Channel team and leadership
Governance of Channel rules of engagement
Channel database management – SFDC data integrity
Support WW Channel processes, projects, and systematic testing (UAT)