Channel Account Manager, Italy

3 settimane fa


Milano, Italia Cato Networks A tempo pieno

**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. Cato's unique technology inspired a brand-new product category, later named "SASE" by Gartner.

Cato is the brainchild of networking and security pioneers Shlomo Kramer (Check Point, Imperva) and Gur Shatz (Incapsula.) Cato Networks has raised $532 million dollars since 2015, achieving Centaur status with $100M in ARR, and a valuation of $2.5 billion dollars.

The** Channel Account Manager (CAM)** is part of the Global Channel Sales team and is responsible for sales 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.

**Responsibilities**:

- 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.
- Create, maintain, and execute Partner-focused go-to-market plans
- 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

**Requirements**:

- 5+ years of related experience in the Channel with Channel Partners including VAR and MSP
- Proven success of building strong relationships and partnerships with VARs and MSPs
- Advanced understanding of the channel ecosystem, especially Managed Service Providers, as well as a firm understanding of SD-WAN, Security, and SASE solutions.
- Executive level oral/ written communication and presentation skills
- Up to 50% travel within region
- Self-motivated, superb organizational skills, and exceptional collaboration skills



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