Distributor Channel Account Manager

Job Description

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, Exabeem, Trusteer and more). Cato's unique technology inspired a brand-new product category, later named "SASE" by Gartner and a market expected to reach $25 billion by 2027.

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 Distributor Channel Account Manager (DCAM) owns strategic relationships with Technology Services Distributors (TSDs), Distributors handling VARs / MSPs, and Aggregators. These indirect, scaled transactional channels are essential to Cato's growth strategy—enabling partners to either bill end customers directly or route transactions through Cato. This role is critical in centralizing strategy, scale, and go-to-market planning across national partners who influence the Sub-Agent and VAR / MSP & Aggregator ecosystems. The DCAM ensures consistency, clarity, and control at the top of the partner funnel, directly impacting Cato's channel growth.

Responsibilities

• Develop & Execute Strategy : Build and deliver annual marketing strategies across TSDs, Distributors, and Aggregators.
• Events & Enablement : Host national and regional events, QBRs, SKOs, and training webinars in collaboration with RCAMs and Regional Sales Directors (RSDs).
• Partner Ecosystem Development : Identify top partners and routes to market; coordinate hand-offs for execution with RCAMs.
• Training & Enablement : Facilitate SE training and train-the-trainer programs to ensure partners are technically enabled.
• Revenue Growth : Drive upsell and cross-sell campaigns in partnership with Distributors and Aggregators.
• Executive Alignment : Align regional TSD Channel Managers with Cato's executive team (AVPs, Area Directors and RCAM, CAE and Marketing teams).
• Process Improvement : Refine internal processes, including commission reports, deal registration, and RCAM alignment.Marketing Collaboration : Partner with marketing to enhance partner portals for TSDs, Distributors, and Aggregators.
• Brand & Pipeline Development : Increase brand awareness and facilitate regular pipeline reviews with partners.

Key Benefits of the Role

Requirements

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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