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Cybersecurity, Networking, Cloud Computing, SaaS, SASE

Channel Account Manager, Canada

Toronto, ONOnsiteFull TimePosted 16 days ago

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Required skills

  • SD-WAN
  • Security
  • SASE
  • Channel Sales
  • VAR
  • MSP
  • Pipeline Creation
  • Deal Registration
  • Funnel Conversion
  • Go-to-Market

Nice to have

  • new logo acquisition
  • quota attainment
  • partner recruitment
  • partner training
  • sales incentive programs
  • sales tools

Role summary

The Channel Account Manager (CAM) is responsible for driving pipeline, new logo acquisition, and revenue growth through successful partnerships within a designated geography. This role requires consultative and strategic selling skills, with a strong understanding of the SD-WAN, Security, and SASE industries. The CAM will develop and manage relationships with Solution Providers, VARs, and MSPs, enabling them to effectively market, sell, deploy, and manage Cato Solutions. Key responsibilities include recruiting and training new partners, proactively engaging existing partners to drive incremental revenue, focusing on leading indicators like pipeline creation and conversion rates, and developing partner-focused go-to-market plans.

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.

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

    • 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.

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