Strategic Account Manager, Service Providers

The  Strategic Account Manager – Service Provider (SAM-SP)is responsible for driving Cato’s Service Provider (SP) strategy by developing strategic partnerships with regional network operators, driving the SMB strategy, accelerating joint pipeline growth, and positioning Private PoP as the preferred deployment model.  

The SAM-SP reports to the Head of GSP/SI and works cross-functionally with field sales, channel, global alliances, and technical teams to accelerate revenue and market penetration.  

Responsibilities: 

Strategic Partner Ownership  

• Own and manage a defined set of regional service providers and network operators as named strategic accounts.  

• Build executive-level relationships and establish long-term strategic partnerships.  

• Drive joint business planning, pipeline creation, and revenue growth with partners.  

• Develop and execute partner account plans aligned to regional and global strategy.  

• Identify and advance new service opportunities leveraging partner infrastructure.  

Service Provider Strategy Execution  

• Execute Cato’s regional Service Provider strategy to maximize market coverage and partner engagement.  

• Consistently position Private PoP or MSSP Pre Buy Capacity as the preferred deployment model within partner networks.  

• Enable partners to deploy Cato services within their infrastructure to deliver secure connectivity offerings.  

• Drive adoption of Cato-powered services including secure networking, cloud security, and managed services.  

Pipeline & Revenue Growth  

• Build and manage a strong pipeline of service provider-driven opportunities.  

• Drive regional revenue growth through partner-led sales motions.  

• Track performance metrics, partner maturity, and opportunity progression.  


• Contribute to FY26 growth objectives and long-term SP market expansion.

Business Impact  

The SAM-SP role enables Cato to:  

• Increase SMB market penetration.  

• Accelerate Private PoP adoption.  

• Improve partner-driven revenue growth and deal velocity.  

• Strengthen strategic alignment across global and regional partners.  

Requirements:

• 5+ years of experience in service provider engagement.  

• Experience working with telecommunications providers, network operators, or managed service providers.  

• Strong understanding of networking, security, and cloud technologies.  

• Proven ability to build executive relationships and drive strategic partnerships.  

• Experience developing and executing joint business plans.  

• Demonstrated success driving pipeline and revenue growth through partners.  

• Strong cross-functional collaboration and stakeholder management skills.  

Preferred Qualifications  

• Experience with SASE, SD-WAN, cloud networking, or security platforms.  

• Experience working in service provider or telecommunications ecosystems.  

• Understanding of service provider business models and infrastructure environments.  

• Experience positioning infrastructure-based or platform deployment models.  

A reasonable estimate of total compensation for this role, at the time of posting, is $290,000 - $320,000. 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. If your requirements fall outside of this range, you are still welcome to apply.

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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