Strategic Account Manager, Service Providers

Cato Networks•Boston, MA

6d•$290,000 - $320,000

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, Exabeem, 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! The Strategic Account Manager – Service Provider (SAM-SP) is responsible for driving Cato’s Service Provider (SP) strategy by developing strategic partnerships with regional network operators, driving the SMB strategy, accelerating joint pipeline growth, and positioning Private PoP as the preferred deployment model. The SAM-SP reports to the Head of GSP/SI and works cross-functionally with field sales, channel, global alliances, and technical teams to accelerate revenue and market penetration.

Requirements

5+ years of experience in service provider engagement.
Experience working with telecommunications providers, network operators, or managed service providers.
Strong understanding of networking, security, and cloud technologies.
Proven ability to build executive relationships and drive strategic partnerships.
Experience developing and executing joint business plans.
Demonstrated success driving pipeline and revenue growth through partners.
Strong cross-functional collaboration and stakeholder management skills.

Nice To Haves

Experience with SASE, SD-WAN, cloud networking, or security platforms.
Experience working in service provider or telecommunications ecosystems.
Understanding of service provider business models and infrastructure environments.
Experience positioning infrastructure-based or platform deployment models.

Responsibilities

Own and manage a defined set of regional service providers and network operators as named strategic accounts.
Build executive-level relationships and establish long-term strategic partnerships.
Drive joint business planning, pipeline creation, and revenue growth with partners.
Develop and execute partner account plans aligned to regional and global strategy.
Identify and advance new service opportunities leveraging partner infrastructure.
Execute Cato’s regional Service Provider strategy to maximize market coverage and partner engagement.
Consistently position Private PoP or MSSP Pre Buy Capacity as the preferred deployment model within partner networks.
Enable partners to deploy Cato services within their infrastructure to deliver secure connectivity offerings.
Drive adoption of Cato-powered services including secure networking, cloud security, and managed services.
Build and manage a strong pipeline of service provider-driven opportunities.
Drive regional revenue growth through partner-led sales motions.
Track performance metrics, partner maturity, and opportunity progression.
Contribute to FY26 growth objectives and long-term SP market expansion.