Channel Account Manager - Pacific Northwest

Clutch Canada; Seattle (WA); On-site; USD 240,000 - 275,000; Full time

Benefits offered by this job

Health, vision, and dental insurance

401(k) plan

Stock options

Flexible time-off

Paid parental leave

Disability benefits

Job summary

A leading cloud networking company in Seattle is seeking a Channel Account Manager to drive pipeline and revenue growth through successful partnerships. The ideal candidate will have strong consultative selling skills and a profound understanding of security and SASE. Responsibilities include developing VAR and MSP relationships, executing go-to-market plans, and delivering training programs. This role offers a competitive salary between $240,000 and $275,000, along with comprehensive benefits including health insurance and stock options.

Qualifications

• Strong understanding of the SD-WAN, Security, and SASE industry.
• Experience with partner recruitment and training.
• Ability to develop highly productive partner relationships.

Responsibilities

• Generate enthusiasm for Cato Networks' SASE Solutions.
• Identify and train new Value-Added Resellers and Managed Service Providers.
• Engage with current partners to drive incremental revenue.
• Create and execute Partner-focused go-to-market plans.
• Facilitate sales and technical trainings for partners.

Skills

Consultative Selling Skills

SD-WAN Knowledge

SASE Understanding

Strategic Thinking

Partner Relationship Management

Job description

Welcome to the future of cloud networking and security!

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!

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.

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

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.