Channel Account Manager

Cato Networks; Toronto; On-site; CAD 90,000 - 120,000; Full time

Job summary

Cato Networks in Toronto, Canada is seeking a Channel Account Manager for Canada to drive pipeline, new logos and revenue growth through strategic partnerships. You will recruit and enable VARs and MSPs, develop go-to-market plans, and collaborate with regional sales to expand the Cato Solution.

As part of the Global Channel Sales team, you will nurture partner relationships, train partners on the Cato platform, and help them market, sell, deploy and manage solutions across SD-WAN, security, and

Qualifications

• Experience in channel sales and partner ecosystems.
• Knowledge of SD-WAN, security and SASE is preferred.

Responsibilities

• Generate enthusiasm for Cato Networks’ SASE solutions among partners.
• Identify, recruit, and train VARs and MSPs on the Cato solution.
• Engage with current partners to grow market share and revenue through up-selling and cross-selling.
• Develop partner-focused go-to-market plans with regional sales resources.
• Meet with partners and assist in closing opportunities.
• Deliver partner sales and technical trainings and drive partner revenue growth.

Job description

Channel Account Manager, Canada

Location: Toronto, Ontario, Canada

Department: Channel Sales NA

Cato Networks is the converged network and security cloud for the AI era.

As AI reshapes cybersecurity, enterprises face a dual challenge: unlocking AI’s potential while defending against AI-driven attacks. Cato addresses both through a unified, cloud-native platform, providing the visibility and context to prioritize risks and stop threats in real time across users, applications, data, and AI agents.

Join us as we scale: take on ambitious technological challenges and shape the next generation of enterprise security at a company trusted by thousands of organizations worldwide.

TheChannel Account Manager (CAM) is part of the Global Channel Sales team and is responsible for pipeline, new logo 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.

As a Cato Networks Channel Account Manager, You Will

• Generate enthusiasm and passion for Cato Networks’ SASE Solutions throughout the Partner Ecosystem
• Identify, qualify, recruit, and train new Value-Added Resellers (VAR’s) 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

As an EEO/Affirmative Action Employer all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status.