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About the Role

Cato Networks is seeking a highly technical and business savvy Customer Success Manager (CSM) in APJ to drive customer adoption, ensure value realization, and lead renewal and upsell conversations for our AI Security platform. This role requires a unique blend of deep technical understanding—across AI/ML, security architecture, and integrations—with strong commercial acumen negotiating renewals and identifying expansion opportunities. You will partner with security, IT, and compliance teams as they deploy AI safely, while also collaborating with procurement, finance, and executive stakeholders to secure long-term business growth.

Responsibilities

Own and manage a portfolio of enterprise customers, ensuring strong adoption, measurable outcomes, and long-term retention.
Build customer success plans, define and track KPIs, and guide customers in implementing AI security best practices (model risk monitoring, prompt security, governance workflows, etc.).
Lead regular business reviews (QBRs/EBRs) with both technical and executive audiences.
Proactively monitor customer health, identify risks, and implement mitigation strategies.
Serve as a technical advisor on AI security architecture, including integrations with CASB, DLP, SIEM, SASE, model gateways, and LLM application workflows.
Support customer onboarding and deployment by providing hands-on guidance, troubleshooting, and adoption enablement.
Translate complex technical requirements into actionable tasks for customers and internal teams.
Stay informed on emerging AI threats, red-teaming techniques, safe-use patterns, model evaluation frameworks, and industry regulations (NIST AI RMF, ISO, OWASP AI Security, etc.).
Own the full renewal lifecycle—forecasting, preparing commercial proposals, negotiating pricing/terms, and closing renewals.
Identify expansion opportunities across products, modules, consumption tiers, or additional use cases.
Partner with Sales to execute upsell strategies based on customer maturity, increased usage, or new AI risk requirements.
Deliver compelling value narratives that resonate with technical and business stakeholders.
Provide customer feedback to Product and Engineering to influence roadmap priorities.
Work closely with Professional Services to ensure smooth implementation and timely delivery.
Collaborate with Marketing on reference stories, AI security enablement materials, and customer advocacy initiatives.
Deliver workshops, onboarding sessions, and executive briefings on AI threat models, safe LLM adoption, and governance frameworks.
Build strong relationships with security architects, AI/ML leads, data protection officers, and procurement teams.

Requirements

5+ years in Customer Success, Technical Account Management, or Sales Engineering within cybersecurity, cloud security, and AI/ML platforms.
Strong technical background—experience with security architectures, API gateways, cloud platforms, data protection, or AI/LLM workflows.
Demonstrated commercial experience handling renewals, negotiating contracts, and driving upsells.
Ability to confidently speak with both deeply technical teams and procurement/executive stakeholders.
Strong project management, communication, and executive presentation skills.
Comfortable working in fast-paced, high-growth AI environments.

Skills

AI Security
AI/ML
Security Architecture
Integrations
Negotiating renewals
Identifying expansion opportunities
Customer adoption
Value realization
Customer success plans
KPI tracking
AI security best practices
Model risk monitoring
Prompt security
Governance workflows
Business reviews (QBRs/EBRs)
Customer health monitoring
Risk mitigation
Technical advisory
CASB
DLP
SIEM
SASE
Model gateways
LLM application workflows
Customer onboarding
Deployment support
Troubleshooting
Adoption enablement
Technical requirement translation
AI threats
Red-teaming techniques
Safe-use patterns
Model evaluation frameworks
Industry regulations
NIST AI RMF
ISO
OWASP AI Security
Renewal lifecycle management
Forecasting
Commercial proposal preparation
Pricing negotiation
Terms negotiation
Renewal closing
Expansion opportunity identification
Upsell strategy execution
Value narratives
Product feedback
Engineering feedback
Roadmap prioritization
Professional Services collaboration
Implementation support
Delivery support
Marketing collaboration
Reference stories
AI security enablement materials
Customer advocacy
Workshops
Onboarding sessions
Executive briefings
AI threat models
Safe LLM adoption
Governance frameworks
Relationship building
Security architects
AI/ML leads
Data protection officers
Procurement teams
API gateways
Cloud platforms
Data protection
AI/LLM workflows
Project management
Communication
Executive presentation
AI governance
Prompt hardening
Model evals
Red-teaming methods
SASE/SSE
CASB
SaaS security products
Startup experience
Early-stage scaling experience
CCSK
CCSP
CISSP
AI governance credentials

Location

Work Type

Full-time

Experience Level

5+ years

About the Company

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!