Channel Account Manager, Italy
4 giorni fa
**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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