Director, Channel Sales

Area Director, Channels

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.

Position Overview : As the Area Director, Channels, you will be responsible for setting the strategic direction and driving the execution of Cato Networks' channel programs with our VAR (Value-Added Resellers), Distribution, and MSP (Managed Service Provider) partners within an assigned region. You will work closely with the Vice President of Americas Channels to define growth strategies and achieve measurable success within the channel ecosystem, focusing on high-potential partners. This is an exciting leadership role that requires hands-on management, the ability to think strategically, yet is focused on execution and delivery of their big ideas!

Key Responsibilities :

• Strategic Channel Leadership : Collaborate with the Vice President of Americas Channels to develop and execute a region-wide channel strategy that drives growth, including identifying key focus partners and aligning resources to maximize opportunities.
• Partner Relationship Management : Build and maintain strong, productive relationships with key VARs, Distributors, and MSPs across local, regional, and national levels in the assigned territory to drive sales growth and market penetration.
• Business & Territory Planning : Create detailed business plans and territory plans, identifying opportunities for expansion, outlining key metrics, and establishing clear KPIs for success. Ensure that plans are continually tracked, measured, and adjusted based on performance and market conditions.
• Team Leadership & Development : Lead, coach, and mentor a team of Channel Account Managers, providing guidance and support to help them achieve their goals. Foster a high-performance team culture, while investing in the professional growth of each team member.
• Execution & Results : Own the execution of channel programs in the Americas region, driving results through partner engagement, co-selling activities, and ensuring the timely delivery of joint go-to-market initiatives.
• Sales Enablement : Work closely with the channel team to ensure partners are equipped with the necessary tools, resources, and training to effectively sell and position Cato Networks solutions. Work internally with our field sales leadership to ensure Catonians are also well trained in how to best partner in the field. Provide ongoing coaching to channel partners and Cato sellers on best practices, product offerings, and sales strategies.
• Market Intelligence & Reporting : Gather insights from partners, customers, and internal teams to refine the channel strategy and ensure alignment with Cato's broader sales and product goals. Regularly report on performance against targets, highlighting areas of opportunity and potential challenges.
• Cross-Functional Collaboration : Collaborate closely with other departments, including Legal, Sales, Marketing, Product, and Operations, to ensure the alignment of channel strategies with Cato Networks' broader objectives.

Requirements :

• Experience : Minimum of 7-10 years in channel management, business development, or sales leadership within the technology or networking/security industries, with a proven track record of managing and growing relationships with VARs, Distributors, and MSPs.
• Proven Leadership : Experience managing and developing a high-performing team of channel professionals, with a demonstrated ability to inspire, coach, and lead by example.
• Strategic Thinking & Execution : Strong experience in developing and executing business and territory plans, with an ability to measure performance, make data-driven decisions, and adjust strategies as necessary.
• Partner Ecosystem Expertise : Solid understanding of the U.S. channel ecosystem, including key partners across local, regional, and national levels. Familiarity with the dynamics of the VAR, Distribution, and MSP models.
• Results-Oriented : Ability to drive revenue growth through the channel, with a strong understanding of how to leverage partner networks to meet and exceed sales targets.
• Excellent Communication Skills : Strong written and verbal communication skills, with the ability to present to senior leadership, articulate strategic plans, and engage effectively with partners.
• Travel Requirements : Willingness and ability to travel as needed to cover a large section of the country in order to meet with partners and attend events.
• Start-Up Mentality : Comfortable working in a fast-paced environment with a flexible, hands-on approach that includes managing multiple priorities, wearing multiple hats, and being adaptable to change while benefiting from the stability of a mature, well-established company.

Preferred Qualifications :

• Knowledge of SD-WAN, SASE (Secure Access Service Edge), and cybersecurity solutions.

A reasonable estimate of compensation for this role, at the time of posting, is $325,000 - $375,000. 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.

Cato provides a competitive salary and comprehensive benefits plan. Benefits for this role include health/vision/dental insurance, 401(k), stock options, Health Savings/Flexible Spending Accounts, flexible time-off, paid parental leave and disability benefits.

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.