SASE Channel Growth Manager (VAR/MSP)

Clutch Canada; Germany (OH); Hybrid; USD 80,000 - 100,000; Full time

Job summary

A leading cloud networking company is seeking a Channel Account Manager to drive sales growth through effective partnerships. The ideal candidate will have over 5 years of experience in managing relationships with Value-Added Resellers (VARs) and Managed Service Providers (MSPs), with strong consultative and strategic selling skills. Responsibilities include training partners, driving revenue growth, and executing go-to-market plans. The role may require up to 50% travel within the region, making exceptional communication and organizational skills essential.

Qualifications

• 5+ years of related experience in the Channel with Channel Partners including VAR and MSP.
• Proven success of building strong relationships and partnerships with VARs and MSPs.
• Advanced understanding of the channel ecosystem and SD-WAN, Security, and SASE solutions.

Responsibilities

• Generate enthusiasm for Cato Networks’ SASE Solutions throughout the Partner Ecosystem.
• Identify and recruit new Value-Added Resellers (VAR’s) and Managed Service Providers (MSPs).
• Engage with current Reseller and MSP Partners to increase market share.

Skills

Consultative selling skills

Strategic selling skills

Relationship building

Organizational skills

Collaboration skills

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 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 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.
• 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:

• 5+ years of related experience in the Channel with Channel Partners including VAR and MSP
• Proven success of building strong relationships and partnerships with VARs and MSPs
• Advanced understanding of the channel ecosystem, especially Managed Service Providers, as well as a firm understanding of SD-WAN, Security, and SASE solutions.
• Executive level oral/ written communication and presentation skills
• Up to 50% travel within region
• Self-motivated, superb organizational skills, and exceptional collaboration skills