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Enterprise Channel Sales Manager

1 month ago

London, Greater London, United Kingdom Cato Networks Full time
Channel Account Manager

Cato Networks is a pioneering company in the field of cloud networking and security, with a team of veteran technology and security experts dedicated to changing the world. We believe that great engineers can make complex problems simple.

As a Channel Account Manager, you will be part of the Global Channel Sales team, responsible for pipeline, new logo, and revenue growth through highly qualified and successful partnerships in a designated geography. You will use consultative and strategic selling skills, along with a strong understanding of the SD-WAN, Security, and SASE industry, to consistently meet/exceed quota attainment as assigned by channel leadership.

Key Responsibilities:

  • Generate enthusiasm and passion for Cato Networks' SASE Solutions throughout the Partner Ecosystem.
  • Identify, qualify, recruit, and train new Value-Added Resellers (VARs) and Managed Service Providers (MSPs) on the Cato Networks Solution.
  • Proactively engage with current Reseller and MSP Partners to further increase market share and drive incremental revenue through up-selling, cross-selling, and account penetration as well as promoting and launching new products.
  • Focus and execute on leading indicators within their coverage area such pipeline creation, deal registration, and funnel conversion rates.
  • Create, maintain, and execute Partner-focused go-to-market plans, closely coordinated with regional sales resources.
  • Develop territory plan, including documenting recruiting strategy.
  • Meet with Partners, participate in joint sales calls to customers, and assist the Partner in closing opportunities.
  • Assist Partners in broadening their product expertise and sales opportunities, drive exceptional Y/Y partner revenue growth.
  • Develop creative lead generation and sales incentive programs to increase sales.
  • Deliver sales and technical trainings for partners.
  • Facilitate communications and deal flow between partner and Cato sales reps.
  • Develop collateral, sales tools, lead-sharing campaigns, and marketing programs.
  • Design and project manage partner service creation initiatives.