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About the Role
Join Cato Networks to drive joint pipeline generation with AWS and CrowdStrike across EMEA. You will work directly with alliance partners and regional sales teams to identify opportunities, organize joint activities, and drive revenue. This senior, hands-on individual contributor role focuses on achieving commercial results through partnerships.
Responsibilities
- Drive joint pipeline generation with AWS and CrowdStrike across EMEA, combining partner account management with proactive business development.
- Build relationships with alliance teams and Cato's regional sales organization, turning those relationships into joint opportunities.
- Play a critical role in building cloud marketplace activities from the ground up, accelerating growth and win rates across Cato’s global sales organization.
- Help formalize fast-growing technological alliances and partnerships with peer security vendors.
- Help sales teams understand and use AWS Marketplace to transact, drawing on practical knowledge of how marketplace deals work.
- Plan and execute joint partner and customer activities, including roundtables, events and enablement sessions, with pipeline generation as the goal.
- Own revenue targets and activity-based objectives for partnerships, including objectives where revenue attribution is less straightforward.
- Work with product alliances, product marketing, field marketing and regional sales teams, using existing content, playbooks and sales engineering support to deliver joint activities.
Requirements
- Experience in alliances, with a track record of generating pipeline and driving commercial outcomes through partners.
- Practical experience with cloud marketplace transactions and the ability to explain their value and process to sales teams.
- A proactive business development approach: comfortable finding opportunities, mobilizing partners and sales teams, and being accountable for a number.
- Ability to build productive relationships across partner organizations and internal commercial teams.
- Availability for regular travel across EMEA, expected to be around 50%, with more travel initially.
- Experience working with AWS alliance teams and an established network in the AWS ecosystem.
- Experience with CrowdStrike or similar technology alliances.
- Alliances experience in cybersecurity.
Skills
- AWS Marketplace
- Azure Marketplace
- Cloud Marketplace Transactions
- Partner Account Management
- Business Development
- Sales Enablement
- Relationship Building
- Revenue Generation
- Cybersecurity Alliances
Location
- UK
- EMEA
Work Type
- Individual Contributor
- Full-time
Experience Level
- Senior
About the Company
- Cato Networks is the first company to converge enterprise networking and security into one centralized and global service delivered by cloud.
- 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.
- Building a cutting-edge enterprise network and secure cloud platform, on a fast track to becoming the worldwide market leader.