Director, Channel Sales

The role

You will set the strategic direction and drive execution of channel programs with VAR, Distribution, and MSP partners. You will lead and mentor a team of Channel Account Managers to achieve growth within an assigned region.

What you will do

• Develop and execute a region-wide channel strategy
• Build and maintain relationships with VARs, Distributors, and MSPs
• Create detailed business plans and territory plans
• Lead, coach, and mentor a team of Channel Account Managers
• Drive results through partner engagement and co-selling activities
• Ensure partners are equipped with tools, resources, and training
• Gather market intelligence to refine channel strategy
• Report on performance against targets
• Collaborate with Legal, Sales, Marketing, Product, and Operations

Required qualifications

• Minimum of 7-10 years in channel management, business development, or sales leadership within the technology or networking/security industries
• Proven track record of managing and growing relationships with VARs, Distributors, and MSPs
• Experience managing and developing a high-performing team of channel professionals
• Experience in developing and executing business and territory plans
• Solid understanding of the U.S. channel ecosystem
• Familiarity with the dynamics of the VAR, Distribution, and MSP models
• Ability to drive revenue growth through the channel
• Strong written and verbal communication skills
• Willingness and ability to travel as needed to cover a large section of the country
• Comfortable working in a fast-paced environment with a flexible, hands-on approach

Nice to have

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

Benefits

• health/vision/dental insurance
• 401(k)
• stock options
• Health Savings/Flexible Spending Accounts
• flexible time-off
• paid parental leave
• disability benefits

About the company

Cato Networks is the converged network and security cloud for the AI era. The company provides a unified, cloud-native platform to prioritize risks and stop threats in real time.