Channel Account Manager - Pacific Northwest

Clutch Canada; Portland (OR); On-site; USD 240,000 - 275,000; Full time

Benefits offered by this job

Health/vision/dental insurance

401(k)

Stock options

Flexible time off

Paid parental leave

Disability benefits

Job summary

A global technology firm is seeking a Channel Account Manager in Portland, Oregon. This role focuses on building and managing partnerships with Value-Added Resellers (VARs) and Managed Service Providers (MSPs) to drive revenue growth. Responsibilities include generating enthusiasm for SASE Solutions, training partners, and developing go-to-market plans. Compensation ranges from $240,000 to $275,000, with a comprehensive benefits package including health insurance and flexible time off.

Qualifications

• Strong understanding of the SD-WAN, Security, and SASE industry.
• Ability to develop successful partnerships and self-sufficiency in partners.
• Skills in lead generation and managing deal flow.

Responsibilities

• Generate enthusiasm for Cato Networks’ SASE Solutions.
• Identify, qualify, recruit, and train new VARs and MSPs.
• Engage with current partners to drive incremental revenue.
• Create and maintain Partner-focused go-to-market plans.
• Deliver sales and technical trainings for partners.

Skills

Consultative selling

Strategic selling

Partner relationship management

SASE Solutions knowledge

Sales training

Job description

The Channel 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.

Responsibilities

• 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 as 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

Salary & Benefits

A reasonable estimate of the salary for this role, at the time of posting, is $240,000 - $275,000. Cato operates from a high place of trust and transparency; we are happy to state the pay range for our open roles to best align with your needs. Exact compensation may vary based on skill set, experience, location, training, and certifications.

Cato provides a competitive salary and comprehensive benefits plan. Benefits for this role include health/vision/dental insurance, 401(k), stock options, Health Savings/Flexible Spending Accounts, flexible time‑off, paid parental leave and disability benefits.

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.