Global Account Director, GSI

Clutch Canada; United States; On-site; USD 180,000 - 260,000; Full time

Job summary

Cato Networks is hiring a Global Alliance Director to own a small portfolio of GSIs and drive revenue impact through strategic partnerships. You will define global alliance plans, align executives, and enable co-sell motions across enterprise customers with a focus on SASE, secure networking, and AI security while collaborating with leading partners such as Accenture, Deloitte, and Capgemini.

This role requires navigating complex partner organizations, influencing regional sales teams, and

Qualifications

• 12+ years of experience in global alliances or enterprise networking and security sales.
• Proven track record owning global GSI/GSP relationships with revenue impact.
• Deep understanding of SASE, SD-WAN, networking and security delivery models.
• Experience influencing executive stakeholders (VP to C-suite).
• Ability to operate in a matrixed, global organization.

Responsibilities

• Own end-to-end global alliance relationships for assigned GSIs, acting as the executive point of contact for Cato Networks.
• Develop and execute multi-year global alliance plans, including revenue targets, solution focus, regional priorities, and investment alignment.
• Position Cato as a strategic SASE platform partner within each alliance.
• Drive partner-sourced and partner-influenced pipeline and bookings globally.
• Lead global QBRs, executive steering committees, and strategic planning sessions.
• Coordinate global and regional stakeholders to ensure consistent alliance execution.
• Enable alliance readiness through certification, technical readiness, and field alignment.

Skills

Global alliance strategy

Executive presence

GTM / partnerships

Cross-functional leadership

Commercial acumen

Executive stakeholder 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!

Role Overview

The Global Alliance Director at Cato Networks owns a small, highly strategic portfolio (up to five) of Global Systems Integrators (GSIs). This role serves as the single global point of accountability for alliance strategy, executive alignment, and revenue impact across these partners.

The Director will define and execute global alliance plans that drive SASE adoption, secure networking transformation, AI Security, and co‑sell growth through Cato’s most influential global partners. Success in this role requires deep experience navigating complex partner organizations, influencing global field teams, and translating joint strategy into measurable pipeline and bookings.

Target Alliance Accounts (Examples)

Global Systems Integrators (GSIs)

• Accenture
• Deloitte
• Capgemini

(Final portfolio will be capped at ~5 partners and aligned to Cato’s strategic priorities.)

Key Responsibilities

Global Alliance Ownership & Strategy

• Own the end-to-end global alliance relationship for assigned GSIs, acting as the executive point of contact for Cato Networks.
• Develop and execute multi-year global alliance plans, including revenue targets, solution focus, regional priorities, and investment alignment.
• Position Cato as a strategic SASE platform partner, not just a point solution, within each alliance.

Revenue & Co‑Sell Execution

• Drive partner‑sourced and partner‑influenced pipeline and bookings globally.
• Work closely with Cato’s regional sales leadership to embed alliance partners into active accounts and strategic pursuits.
• Enable repeatable co‑sell motions across enterprise, mid‑market, and multinational customers.
• Track, forecast, and report global alliance performance against agreed KPIs.

Joint Solutions & Go‑to‑Market

• Identify, incubate, and scale joint SASE and secure networking offerings, including managed SASE and hybrid WAN/security transformations.
• Collaborate with Product, Marketing, and Technical Alliances to align joint messaging, use cases, and reference architectures.
• Drive joint marketing, demand generation, and thought leadership initiatives.

Executive Alignment & Governance

• Build and maintain C‑level and VP‑level relationships within GSIs and GSPs.
• Lead global QBRs, executive steering committees, and strategic planning sessions.
• Coordinate global and regional stakeholders to ensure consistent alliance execution.

Enablement & Partner Readiness

• Ensure alliance partners are enabled on Cato’s SASE architecture, differentiation, and competitive positioning.
• Drive certification, technical readiness, and field alignment across partner sales and delivery teams.
• Advocate internally for alliance requirements, removing blockers and accelerating time‑to‑revenue.

Operational Excellence

• Establish clear success metrics, dashboards, and governance models for each alliance.
• Maintain strong CRM hygiene and global pipeline visibility.
• Manage alliance investments, MDF usage, and ROI justification where applicable.

Qualifications

Required

• 12+ years of experience in global alliances, strategic partner management, or enterprise networking/security sales.
• Proven track record owning global GSI and/or GSP relationships with measurable revenue impact.
• Strong understanding of SASE, SD‑WAN, networking, and security buying and delivery models.
• Demonstrated ability to operate effectively in a matrixed, global organization.
• Experience engaging and influencing executive stakeholders (VP to C‑suite).

Preferred

• Prior experience working with partners such as Accenture, Deloitte, Capgemini, BT, Orange, NTT, Comcast, or Tata Communications.
• Experience in cloud‑delivered security, networking platforms, or managed services.
• Background working with high‑growth, category‑defining technology companies.

Key Competencies

• Global alliance strategy and execution
• Executive presence and communication
• Commercial and financial acumen
• Cross‑functional leadership and influence
• Structured account and business planning
• Deep understanding of partner‑led GTM models

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.