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About the Role
The Channel Account Manager (CAM) is responsible for sales and revenue growth through highly qualified and successful partnerships in a designated geography. The CAM is expected to 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. They are expected to develop highly productive Solution Provider, Value-Added Reseller (VAR), and Managed Service Provider (MSP) relationships so that partners become self-sufficient in marketing, selling, deploying and managing the Cato Solution.
Responsibilities
- Generate enthusiasm and passion for Cato Networks’ SASE Solutions throughout the Partner Ecosystem
- Identify, qualify, recruit, and train new 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.
- Create, maintain, and execute Partner-focused go-to-market plans
- 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
Requirements
- Consultative and strategic selling skills
- Strong understanding of the SD-WAN, Security, and SASE industry
Skills
- SD-WAN
- Security
- SASE
- Sales
- Channel Sales
- Partner Management
- Recruiting
- Training
- Go-to-market Strategy
- Territory Planning
- Lead Generation
- Sales Incentive Programs
- Collateral Development
- Marketing Programs
- Project Management
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.
- 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.
- Building a cutting-edge enterprise network and secure cloud platform.
- On a fast track to becoming the worldwide market leader.